Fed DOD Account Executive

4 weeks ago

Washington, United States Bugcrowd Full time
Job Summary

Bugcrowd is seeking a highly skilled and experienced Fed DOD Account Executive to join our team. As a key member of our sales team, you will be responsible for driving revenue growth and expanding our presence in the Department of Defense market.

Key Responsibilities
  • Develop and execute a strategic sales plan to meet and exceed revenue goals within Department of Defense offices, directorates, and agencies.
  • Drive the full sales cycle, from prospecting through close, for large, complex deals, leveraging your understanding of the federal procurement process and contract vehicles.
  • Identify and engage key stakeholders across federal agencies, building long-term relationships with decision-makers, influencers, and technical teams.
  • Work closely with federal systems integrators, VARs, and distributors to expand our reach within federal civilian agencies and influence procurement decisions.
  • Lead the pursuit of major sales opportunities within the Department of Defense, including responding to RFPs, RFIs, and RFQs.
  • Collaborate cross-functionally with marketing, product, customer success, and sales engineering teams to ensure the seamless delivery of solutions tailored to agency needs.
  • Stay informed on key industry trends and government policies affecting cybersecurity in the federal space, and ensure Bugcrowd solutions are positioned as the best-in-class.
  • Leverage GSA, SEWP, and other federal contract vehicles to streamline the sales process and accelerate deal closure.
  • Manage a pipeline of opportunities, ensuring accurate and timely updates in CRM tools to forecast sales and identify potential barriers to success.
  • Establish and maintain strong relationships with federal systems integrators, channel partners, and other third parties that influence procurement decisions within defense agencies.
  • Participate in public sector conferences, webinars, and other events to represent Bugcrowd and enhance your network within the federal space.
  • Collaborate with the public sector sales team to share insights and best practices, contributing to overall team success and growth in the federal market.
Requirements
  • 5+ years of experience in public sector sales, with a proven track record of success within the DOD, specifically COCOMs, Maritime, and 4th Estate.
  • Strategic mindset, with the ability to adapt to the fast-evolving cybersecurity landscape and government policies.
  • Strong relationship-building skills with federal civilian agency decision-makers, influencers, and technical teams, with the ability to navigate complex agency hierarchies and procurement processes.
  • Experience working with channel partners (e.g., systems integrators, distributors, and VARs), but equally adept at direct engagement with federal agencies to drive business and close deals.
  • Deep understanding of federal procurement processes and contract vehicles, including GSA, SEWP, and others, with the ability to leverage them effectively to accelerate deal closure.
  • Proven success in managing long, complex sales cycles, balancing agency relationships with collaboration through channel partners where necessary.
  • Excellent communication and presentation skills, with the ability to effectively engage C-suite executives, technical teams, and procurement officers within federal agencies.
  • A charismatic, dynamic personality; motivated and goal-oriented.
  • A keen interest in cybersecurity and a commitment to making an impact in the public sector.
  • Self-starter with a strong sense of ownership, able to work independently while collaborating cross-functionally within Bugcrowd and with external partners.
  • Proficiency in CRM software (e.g., Salesforce) and experience in using data to manage pipeline, forecast sales, and report on performance.
Working Conditions

The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.

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