Strategic Account Executive - Federal

Accountabilities:

In this role, you will own strategic account development and revenue growth, combining proactive prospecting, consultative selling, and disciplined pipeline management to deliver business results.

• Own a portfolio of strategic enterprise accounts and develop account plans that generate, advance, and close high-value sales opportunities.

• Build and maintain a strong pipeline through targeted prospecting, account prioritization, executive outreach, partner collaboration, and structured territory planning.

• Focus on acquiring new customers while identifying opportunities to expand relationships with existing accounts.

• Lead complex enterprise sales cycles from discovery and qualification through solution alignment, negotiation, and closing.

• Position digital identity solutions to address customer needs related to workforce identity, customer identity, embedded identity, cybersecurity, compliance, and digital experience.

• Engage technical buyers, business leaders, and executive sponsors to understand challenges, develop consensus, and advance purchasing decisions.

• Build trusted relationships across security, IT, digital, product, operations, and executive teams within customer organizations.

• Collaborate with sales engineering, leadership, customer success, and channel partners to develop account strategies, validate solution fit, and deliver a positive customer experience.

• Translate industry challenges and technical capabilities into compelling business cases focused on revenue growth, operational efficiency, risk reduction, and customer experience.

• Maintain accurate account records, pipeline data, and sales forecasts while applying disciplined prioritization and execution practices.

• Represent the organization professionally in the market, communicating the value and differentiation of its identity solutions.

• Identify opportunities to strengthen strategic partnerships and expand sales through technology partners, resellers, and broader channel ecosystems.

Requirements:

The ideal candidate combines a strong enterprise sales track record with strategic account management expertise, commercial judgment, and the ability to communicate complex technology value to diverse stakeholders.

• At least 7 years of successful sales experience in enterprise software, SaaS, cybersecurity, digital identity, or a related technology sector.

• Demonstrated history of meeting or exceeding sales quotas in complex enterprise sales environments.

• Experience selling to enterprise customers, including commercial organizations, technology companies, or businesses operating in regulated industries.

• Proven ability to generate pipeline, develop strategic account plans, and win new business through targeted prospecting and relationship building.

• Experience navigating lengthy, multi-stakeholder sales cycles involving technical decision-makers, business leaders, and executive sponsors.

• Strong business acumen and the ability to connect technical solutions to measurable business outcomes, including efficiency, revenue, security, risk reduction, and customer experience.

• Excellent communication, consultative discovery, negotiation, presentation, and sales forecasting skills.

• A self-directed and organized working style, with strong prioritization, accountability, and follow-through.

• Bachelor's degree or equivalent practical experience.

Additional experience that would be advantageous includes:

• Experience selling identity and access management (IAM), customer identity and access management (CIAM), identity governance and administration (IGA), multifactor authentication (MFA), fraud prevention, or identity verification solutions.

• Familiarity with digital identity trends, cybersecurity requirements, regulatory considerations, and digital customer experience strategies.

• Experience with platform sales, embedded identity solutions, original equipment manufacturer (OEM) partnerships, or independent software vendor (ISV) sales models.

• Experience working with strategic partners, global systems integrators (GSIs), or channel ecosystems to develop enterprise business.

• Knowledge of emerging identity technologies, including passwordless authentication, decentralized identity, behavioral security, and risk-based authentication.

Benefits:

The organization offers competitive compensation, comprehensive benefits, and a collaborative working environment designed to support professional development and employee well-being.

• Base salary: $135,000–$157,000 USD, plus commission.

• Paid time off: Generous paid time off and a holiday schedule.

• Parental leave: Paid parental leave to support employees and their families.

• Healthcare: Progressive healthcare plan options.

• Retirement programs: Access to retirement savings and related benefit programs.

• Education reimbursement: Opportunities for financial support toward eligible educational expenses.

• Remote work: Flexible working arrangements for eligible employees.

• Commuter support: Commuter offset benefits available in specific locations.

• Inclusive culture: An environment that values individuality, diversity, respect, and belonging.

• Employee Resource Groups: Opportunities to connect with colleagues and participate in communities that foster inclusion.

• Team engagement: Regular company and team events that encourage collaboration and connection.

• Community involvement: Opportunities to participate in volunteering and community initiatives.

• Professional growth: The chance to work with talented colleagues in a growing global technology environment and develop expertise in enterprise sales and cybersecurity.