Strategic Account Executive (FED)

Role overview

This position sits within a high-performing enterprise sales organization focused on solving meaningful customer problems with a strong technology platform. The sales motion follows a structured methodology designed to uncover each customer’s priorities and communicate product value clearly and convincingly. The team emphasizes individual growth, coaching, and shared success.

The opportunity is for an experienced sales professional who is energized by technology and motivated by ambitious revenue goals. As the business expands into larger markets and strengthens support for the public sector enterprise segment, this role will help drive growth in federal government accounts across a strong territory, including organizations that are already partially cloud-based and are moving further into the cloud.

What you will do

• Reach out to federal government organizations and manage an efficient end-to-end sales cycle.
• Develop, maintain, and own territory relationship maps, including current stakeholders and target contacts.
• Build a strong understanding of each customer’s business and operating context.
• Lead pricing and commercial negotiations with federal enterprise customers by demonstrating value and return on investment.
• Manage expectations within the existing customer base while increasing account reach and depth in the assigned territory.
• Apply practical problem-solving when facing complex challenges that do not have straightforward answers.
• Use sound judgment to determine the key steps needed to progress opportunities and secure customer validation.
• Identify the main value drivers behind every opportunity.
• Maintain accurate and consistent forecasting.

What we are looking for

• At least 5 years of closing experience, preferably across field sales roles in mid-market or enterprise environments.
• A track record of meeting or exceeding direct sales targets of 800k+ with average deal sizes of $50k+.
• The ability to prospect independently and build pipeline using a structured sales approach.
• Experience at an innovative technology company, ideally in SaaS, IT infrastructure, or a similar space.
• Proven success selling into federal government organizations and winning new logos.
• Willingness to travel regularly to customer sites within your region and other areas as needed by business requirements, using car, train, or air travel.

Growth and benefits

• Strong earning potential tied to individual performance.
• New-hire stock equity through RSUs and an employee stock purchase plan.
• Ongoing professional development, product training, and career path support.
• Sales training in MEDDIC and Command of the Message.
• Internal mentor and buddy programs for networking and onboarding support.
• An inclusive workplace culture with opportunities to participate in community guilds.
• A competitive medical benefits package.
• Retirement savings matching.
• Pet adoption and pet insurance support.

Additional information

Benefit offerings may differ depending on the country of employment and the specific nature of the employment arrangement.

About the company

The company is a leading observability and security platform for the AI era, giving organizations unified visibility across their technology stack so they can manage complexity at scale. It combines applications, infrastructure, data, models, and security in one platform and uses AI to identify and resolve issues before they affect customers. The platform is used worldwide by large enterprises and fast-growing AI companies to help them operate with greater speed, clarity, and confidence.

Equal opportunity

The employer provides equal employment opportunity to all candidates and does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other legally protected characteristics. Qualified applicants are considered in line with applicable legal requirements, including those with criminal histories.

Accessibility and privacy

The careers site is intended to be accessible to all users. Accommodation requests related to website accessibility or application assistance must be directed through the designated support process and are only for accessibility help, not for application status updates. Any information submitted during the application process will be handled according to the company’s applicant and candidate privacy notice. AI-related application guidance is also available through the company’s interviewing and AI guidelines.