Enterprise Account Executive - Federal

The role

The Enterprise Account Executive will manage net new sales into Intelligence Community agency accounts. This role involves creating territory plans, prospecting agencies, and managing complex sales cycles.

What you will do

• Create and personalize a territory plan for the assigned territory and agencies.
• Prospect to and create contacts across assigned agencies, components, and program offices.
• Proactively pursue existing leads.
• Collaborate with Delinea technical experts to provide product stories to win deals.
• Consistently meet or exceed sales targets.
• Maintain an accurate forecast of sales pipeline, commit and best case.
• Cultivate and manage relationships with federal resellers, distributors, and systems integrators.
• Leverage Delinea executives and their networks to gain access to prospective clients.

Required qualifications

• 5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies.
• Active TS/SCI clearance with a CI or full-scope polygraph.
• Working knowledge of federal procurement processes including contract vehicles, FedRAMP authorization levels, ATO timelines, and the federal zero-trust mandate under OMB M-22-09.
• Experience cultivating and controlling complex sales cycles with multiple stakeholders within the agencies.
• Track record of success in identifying, cultivating and closing six figure+ transactions.
• Ability to conduct both executive level presentations and high-level technical presentations.
• Excellent written and oral communication and presentation skills.
• Demonstrated ability to build and land a differentiated value proposition.

Nice to have

• Bachelor’s degree from an accredited university or equivalent work experience
• An established book of business within Intelligence Community and/or FSI community
• Experience selling cybersecurity solutions to Intelligence agencies

Benefits

• competitive salaries
• meaningful bonus program
• healthcare insurance
• pension/retirement matching
• comprehensive life insurance
• employee assistance program
• time off plans
• paid company holidays

Before you apply

• Requires an active TS/SCI clearance with a CI or full-scope polygraph.
• Candidates are required to complete comprehensive criminal background check.
• Verification of education and verification of employment.
• Publicly posted social media sites may be reviewed.

About the company

Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action.