Description
Account Executive, Federal
Please note,this is a remote role, with the successful candidate based in Washington ., Virginia, or Maryland.This role does not require special security clearance, but all new hires are required to successfully pass an electronic ID verification and criminal background check.
Opportunity
Absolute Security is an award-winning global leader in endpoint management and security.
Our Secure Endpoint software is embedded in more than 600M PCs,including all major OEMs and devices being sold to the Federal Government.
Absolute has a strong foundation in the Federal Government space with more than 80 existing customers.
We havejust recently receivedFedRAMP Authorized status, and as a result will be expandingour Federal sales team to capitalize on this unique high-growth opportunity.
Absolute’s Federal Account Executivesare key members of the Federal go-to market team.
The primary responsibility isnew account acquisition across Civilian Agencies, Federal Systems Integrators, and Defense Contractors.
Additional responsibilities include working with existing Federal Customersto solidify and expand adoption of Absolute solutions, working with new and existing partners, representing Absolute at virtual and on-site industry events, and exceeding quarterly sales goals.
The ideal candidate will have strong business acumen with a proven track record selling software solutions into Federal Government Agencies, Federal Systems Integrators, Defense Contractors, and working with Value Added Partners and National Solution Partners that specialize in Federal government sales.
Key Responsibilities
Work closely with a cross-functional team of Federal Sales leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute the strategic sales planExceed quarterly and annual ARR sales targetsIdentify, target, and acquire new Federal customers, focussing primarily on Federal Civilian Agencies, Federal Systems Integrators, and Defense ContractorsEngage target account influencers, decision makers, and executive buyersFollow up on all leads in a timely fashionExpand relationships with PC OEM partners, Distribution, Value Added Resellers, National Solution Partners, and the broader endpoint security and management ecosystem to drive new sales opportunitiesLeverage a deep understanding of the Federal procurement process, contract vehicles, and acquisition cycles to navigate and close complex sales opportunitiesUtilize modern sales methodologies and tools such as Force Management, Challenger, Sandler, and MEDDPIC to effectively manage the sales cycle from prospecting to closingMaintain current knowledge of Absolute solutions, customer use cases and pain points, competitive landscape, and industry trends to effectively position Absolute within the Federal market Prepare and deliver compelling presentations, proposals, business justifications, and demonstrations to key stakeholders and decision makers within customers and prospectsMaintain accurate CRM data in including account and opportunity information, customer and prospect contact information, accurate forecasts and pipelineConsistently exceed quarterly and annual sales activity and quotas, demonstrating strong performance and results-driven mindsetProtect the security and privacy of Absolute and its customersWhat Success Looks Like:
Achieve 100% or more of annual quotaConsistently maintain pipeline coverage greater than or equal to 4× Documentreference customers and expansion potential in each closed accountRecognized internally for setting the standard in deal inspection, champion development, and competitive take‑outsRewards:
Lucrative OTE, aggressive accelerators, and no commission capSell a mission‑critical security platform protecting 21,000+ organizations worldwideBest‑in‑class sales tech stack, Force Management enablement, and a culture that prizes grit, curiosity, and team winsRequired Qualifications & Experience
Minimum of 7+ years selling enterprise security or management solutionsMinimum of 5 years selling into Federal Government accountsExperience closing large, complex deals with a structured sales methodologyStrong knowledge and experience working with the Federal Government and partner ecosystemProven track record of executing sales strategies to acquire new Federal Government customersExperience and relationships working with VARs, National Solution Partners, and Systems IntegratorsFluent in MEDDPICC, Command of the Message, and mutual success plansProven ability to engage CISO, CIO, CTO, and board stakeholders and translate technical risk into business impactExperience working with PC OEMs such as Dell, HP, Lenovo, Panasonic, and Getac is highly desirableExcellent communication, presentation, consultative, and negotiation skillsSelf-motivated, aggressive self-starter with a passion for driving results, activities, and exceeding targetsAbility to work independently and as part of a collaborative teamHigh motor, coachable, intellectually curious, and thrives in a seller‑led, high‑accountability cultureReside in the required location and can travel