Senior Federal Account Executive, DoD
Core
Own and grow a named portfolio of U.S. Department of Defense customers, managing the full sales cycle from mission discovery to contract execution for autonomous pentesting solutions.
Role type
Senior Federal Account Executive (DoD)
Builds
Production-safe autonomous penetration testing programs and security assessment operations for defense agencies and military commands.
Domain
U.S. Department of Defense / Cybersecurity / Autonomous Penetration Testing
Deliverable
production ML models | product features
Required skills
DoD quota-carrying sales, defense acquisition mechanics, contract vehicle navigation (GSA, GWAC, SEWP, OTA), RMF/ATO process navigation, offensive security concepts, prime/subcontractor ecosystem management, pipeline hygiene in Salesforce
Preferred skills
Existing relationships with DoD program offices and primes, experience selling to combatant commands or program executive offices
Technologies
NodeZero platform, Salesforce (FCI/CUI instance), GSA/GWAC/SEWP vehicles, Platform One, Tradewinds
Responsibilities
Own a named portfolio of DoD/DoW customers carrying annual net-new ARR quota; Build program-level account plans identifying mission systems and funding lines; Prospect and self-source pipeline into program offices and cyber operations teams; Qualify opportunities against defense buying reality (mission need, sponsor, funding, authorization path); Run proof of value engagements converting technical results into procurement actions; Navigate authorization conversations including RMF, ATO, and compliance frameworks; Execute defense procurement end-to-end across various contract routes; Build relationships with primes and cleared delivery partners; Maintain defensible pipeline hygiene in Federal Salesforce; Represent the company with senior defense leadership and feed intelligence back to product and engineering.
Seniority
Senior, quota-carrying individual contributor