Federal & Govt Sales Account Executive (Cybersecurity)

Federal & Government Sales Account Executive

Searchlight Cyber was founded in 2017 with a mission to stop threat actors from acting with impunity. Its External Cyber Risk Management Platform helps organizations to identify and protect themselves from threats emerging from the cybercriminal underground, with Attack Surface Management and Threat Intelligence tools designed to separate the signal from the noise.

We are seeking a results-driven, deeply connected federal and government sales account executive to lead our growth strategy across U.S. federal civilian agencies, Department of Defense (DoD), Intelligence Community (IC), and state and local government accounts. This is a strategic hunter role designed for a seasoned government sales professional who understands the nuances of federal procurement, has established relationships across key agencies, and is passionate about delivering mission-critical cybersecurity capabilities to those who protect our nation.

You will be responsible for developing and executing a comprehensive federal territory strategy, building a robust pipeline of qualified opportunities, and navigating complex government acquisition processes to drive revenue growth. You will operate with a disciplined MEDDPICC methodology and bring both the strategic relationships and the tactical execution expertise required to succeed in the unique and highly competitive federal cybersecurity marketplace.

What Will I Do?

• Own and drive the full US government sales cycle, from account mapping and opportunity identification through contract award and close, across assigned federal civilian, DoD, IC, and/or SLED accounts.
• Develop and execute a strategic federal territory plan that identifies high-priority agencies, maps key stakeholders and buying centers, and builds a sustainable, high-quality pipeline aligned to the federal budget cycle.
• Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution.
• Build and maintain trusted relationships with senior government decision-makers including Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, agency IT and security leadership.
• Navigate federal acquisition vehicles including GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov and sole-source mechanisms to structure and close transactions efficiently.
• Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies.
• Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance.
• Monitor federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and act on emerging opportunities.
• Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM.
• Represent the company at federal industry events, trade shows, and government conferences.
• Consistently meet or exceed quarterly and annual revenue targets within the federal/SLED sectors.

What Are We Looking For?

• 10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies.
• Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role.
• Proven ability to close complex, multi-stakeholder federal contracts with average contract values of $250K or more.
• Familiarity with public sector procurement processes, including experience contributing to or leading RFP/RFI responses.
• Deep knowledge of the federal cybersecurity landscape including relevant mandates, frameworks, and initiatives such as Zero Trust Architecture (EO 14028), FISMA, CMMC, FedRAMP, NIST 800-53, and the CDM program.
• Hands-on experience navigating federal acquisition vehicles including GSA MAS Schedule, NASA SEWP, NIH CIO-SP3, and agency-specific IDIQs.
• Established network of relationships across federal civilian agencies, DoD, or the Intelligence Community.
• Experience working with federal systems integrators and channel partners.
• Active security clearance (Secret or above) preferred, but not required.
• Deep understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process.
• Strong executive presence with the ability to engage and influence senior government officials, SES-level leaders, and military flag officers.
• Outstanding written and verbal communication skills, able to translate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.
• Command of MEDDPICC.
• Highly strategic thinker with the ability to develop multi-year account plans that align to agency budget cycles and modernization roadmaps.
• Strong negotiation skills with experience navigating government contracting, and procurement legal requirements.
• Self-directed and mission-oriented, you manage your federal territory with the same discipline and accountability as the customers you serve.
• Proficient in federal-focused sales intelligence tools (e.g., GovWin, USASpending, FPDS, Highergov).

What Sets The Best Candidates Apart?

• You have a proven ability to get on contract quickly, you know which vehicles to use, which SIs to partner with, and how to structure a deal that a Contracting Officer can actually award.
• You understand that federal sales and invest in relationships before opportunities are visible.
• You can speak the language of mission risk, compliance mandates, and security posture with equal fluency to a CISO, a Program Manager, and a budget officer.
• You have successfully competed against and displaced incumbent vendors within a federal agency.
• You bring an existing network of agency relationships that can be activated immediately upon joining.
• You have experience influencing RFP requirements and shaping acquisition strategy before a solicitation is released.
• You are known within the federal community as someone who delivers on their commitments and operates with integrity.

Clearance & Compliance Requirements

• U.S. citizenship is required.
• Active Secret clearance is preferred, but not required.

What's In It For Me?

• Competitive base salary commensurate with experience.
• Uncapped commission structure with accelerators for overachievement.
• Equity participation.
• Full benefits package including medical, dental, vision, and 401(k).
• Work from home and full coverage of business travel.
• Recognition for top performers.

Interview Process

• Screening call with our Talent Manager.
• Interview with Hiring Manager.
• Followed by a series of interviews with other team members.
• Offer and onboarding.

If you are a proven federal cybersecurity sales professional with the relationships, the discipline, and the drive to deliver mission-critical solutions to the agencies that protect our nation — we want to hear from you.