zimperium - Federal Account Executive - DoD/DoW Sector

Remote - United States (Remote)1mo ago

Remote Mid NA Cybersecurity Public Sector Software Account Executive BDR Outreach Salesforce Pipeline Management Procurement Documentation

Requirements

• Bachelor’s degree or equivalent professional experience. • 7+ years of enterprise software/technology sales experience within the public sector, with a consistent and verifiable track record of quota achievement and over attainment. • 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile security, endpoint security, or zero-trust architectures. • Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or Force Management) to qualify and advance complex, multi-stakeholder opportunities. • Proven ability to operate as a hunter—comfortable building pipeline from scratch through cold outreach, networking, partner co-selling, and event engagement. • Deep familiarity with Federal DoD/DoW procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle. • Proficiency in Salesforce CRM for pipeline management, forecasting, and activity documentation. • Experience with Clari or comparable revenue intelligence platforms for deal inspection and commit forecasting. • Exceptional executive communication, active listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level. • Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities. • Active security clearance (Secret or higher) or prior clearance eligibility is a strong advantage. • Experience selling SaaS or subscription-based security platforms into large Federal DoD/DoW agencies (e.g., DISA, US Cyber Command, MILDEPs, COCOMs, Etc.). • Established relationships with Federal DoD/DoW IT/security decision-makers, CISOs, and procurement officials. • Experience with Account-Based Marketing (ABM) principles and working collaboratively with marketing to execute targeted agency campaigns. • Working knowledge of additional sales engagement and intelligence tools such as Outreach, ZoomInfo, or LinkedIn Sales Navigator. • What Success Looks Like • 30 Days: You have a thorough understanding of Zimperium’s platform, value proposition, and competitive landscape. You’ve completed onboarding, established relationships with your BDR and SE partners, and begun mapping your territory. • 60 Days: You have a fully built territory plan, initial pipeline developed, and first customer conversations underway. You are fluent in MEDDPICC process within Zimperium’s sales cycle. • 90 Days: You have a healthy, MEDDPICC-qualified pipeline representing 4–6x quota coverage, at least one active proof-of-concept or advanced opportunity, and a clear view of your path to quota attainment. • Year One: You have met or exceeded your annual quota, expanded at least two existing accounts, built a reputation as a trusted advisor in your territory, and are on track for accelerator-level commission earnings.

Responsibilities

• Revenue Generation & Territory Ownership: • Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal DoD/DoW accounts. • Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy. • Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base. • Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution. • Customer Engagement & Value Selling • Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points. • Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI. • Leverage deep knowledge of the Federal DoD/DoW market—including agency structures, procurement vehicles (GSA, GWACs, OTAs, ESI, ELAs, BPAs), budget cycles, and compliance mandates such as FISMA, FedRAMP, CDM, and EO 14028—to position solutions strategically. • Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable outcomes aligned to their mission objectives. • Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression. • Cross-Functional Collaboration • Partner with BDRs to develop targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development. • Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals. • Work closely with Channel and Alliance Partners to co-sell, co-market, and expand Zimperium’s reach within the Federal DoD/DoW ecosystem. • Coordinate with Marketing to execute demand generation campaigns, account-based marketing (ABM) programs, and event participation strategies aligned to territory goals. • Provide structured feedback to Product Management and Leadership regarding competitive dynamics, customer requirements, and market trends to inform Zimperium’s roadmap and positioning. • Market Intelligence & Competitive Positioning • Maintain a current and sophisticated understanding of the mobile security landscape, including industry trends, emerging threat vectors, regulatory developments, and the competitive solution ecosystem. • Actively monitor competitor activities, pricing models, and messaging to develop winning counter-strategies and competitive displacement campaigns. • Help position Zimperium’s platform as a differentiated, mission-enabling solution by connecting agency-specific use cases to Zimperium’s unique AI-driven, on-device protection capabilities. • Represent Zimperium at Federal-focused industry events, conferences, and partner forums to build brand awareness and expand the company’s influence in the DoD/DoW sector. • Sales Process Excellence & Technology Utilization • Rigorously document all sales activities, account intelligence, pipeline data, and customer interactions in Salesforce CRM to ensure full transparency and forecast integrity. • Leverage Clari for pipeline management, deal inspection, and revenue forecasting to provide accurate, data-driven commit calls to sales leadership. • Utilize sales engagement platforms, intent data tools, and other sales technologies to identify buying signals, prioritize outreach, and improve efficiency across the sales cycle.

Benefits

• Market Leadership: We are the recognized global leader in mobile threat defense, with the only platform that delivers real-time, on-device protection at scale. • Mission-Critical Work: The Federal agencies you’ll serve protect critical infrastructure, national security, and the American public—your work matters. • Uncapped Earning Potential: Competitive base salary with an aggressive, uncapped commission plan and accelerators designed to reward overperformance. • Cutting-Edge Technology: Sell a platform backed by world-class AI and mobile security research that genuinely outperforms the competition. • Inclusive Culture: A collaborative environment built on the principle that different perspectives drive better solutions and stronger outcomes. • Location: Remote (Washington, DC Metro area preferred)