Account Executive, Federal

Please note, this is a remote role, with the successful candidate based in Washington D.C., 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 have just recently received FedRAMP Authorized status, and as a result will be expanding our Federal sales team to capitalize on this unique high-growth opportunity.

Absolute’s Federal Account Executives are key members of the Federal go-to market team. The primary responsibility is new account acquisition across Civilian Agencies, Federal Systems Integrators, and Defense Contractors. Additional responsibilities include working with existing Federal Customers to 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 plan
• Exceed quarterly and annual ARR sales targets
• Identify, target, and acquire new Federal customers, focussing primarily on Federal Civilian Agencies, Federal Systems Integrators, and Defense Contractors
• Engage target account influencers, decision makers, and executive buyers
• Follow up on all leads in a timely fashion
• Expand relationships with PC OEM partners, Distribution, Value Added Resellers, National Solution Partners, and the broader endpoint security and management ecosystem to drive new sales opportunities
• Leverage a deep understanding of the Federal procurement process, contract vehicles, and acquisition cycles to navigate and close complex sales opportunities
• Utilize modern sales methodologies and tools such as Force Management, Challenger, Sandler, and MEDDPIC to effectively manage the sales cycle from prospecting to closing
• Maintain 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 prospects
• Maintain accurate CRM data in Salesforce.com including account and opportunity information, customer and prospect contact information, accurate forecasts and pipeline
• Consistently exceed quarterly and annual sales activity and quotas, demonstrating strong performance and results-driven mindset
• Protect the security and privacy of Absolute and its customers

What Success Looks Like:

• Achieve 100% or more of annual quota
• Consistently maintain pipeline coverage greater than or equal to 4×
• Document reference customers and expansion potential in each closed account
• Recognized internally for setting the standard in deal inspection, champion development, and competitive take‑outs

Rewards:

• Lucrative OTE, aggressive accelerators, and no commission cap
• Sell a mission‑critical security platform protecting 21,000+ organizations worldwide
• Best‑in‑class sales tech stack, Force Management enablement, and a culture that prizes grit, curiosity, and team wins

Required Qualifications & Experience

• Minimum of 7+ years selling enterprise security or management solutions
• Minimum of 5 years selling into Federal Government accounts
• Experience closing large, complex deals with a structured sales methodology
• Strong knowledge and experience working with the Federal Government and partner ecosystem
• Proven track record of executing sales strategies to acquire new Federal Government customers
• Experience and relationships working with VARs, National Solution Partners, and Systems Integrators
• Fluent in MEDDPICC, Command of the Message, and mutual success plans
• Proven ability to engage CISO, CIO, CTO, and board stakeholders and translate technical risk into business impact
• Experience working with PC OEMs such as Dell, HP, Lenovo, Panasonic, and Getac is highly desirable
• Excellent communication, presentation, consultative, and negotiation skills
• Self-motivated, aggressive self-starter with a passion for driving results, activities, and exceeding targets
• Ability to work independently and as part of a collaborative team
• High motor, coachable, intellectually curious, and thrives in a seller‑led, high‑accountability culture
• Reside in the required location and can travel