Strategic Account Executive - Federal (Cybersecurity)

Location: Remote in Washington, D.C., USA

Base hiring range: $135,000–$157,000 annually, plus commission

Company

Develops a cloud identity platform for secure digital experiences, workforce identity, customer identity, embedded identity, and identity and access management.

What you will do

• Own a strategic portfolio of enterprise accounts and create account plans for high-value opportunities across enterprise, commercial, and technology organizations.
• Generate pipeline through targeted prospecting, executive outreach, partner collaboration, territory planning, and new-logo acquisition.
• Lead complex enterprise sales cycles from discovery through close, aligning identity solutions with risk reduction, cost reduction, compliance, operational efficiency, and digital-experience priorities.
• Position the identity platform across workforce, customer, and embedded use cases, including technology companies integrating identity into their products.
• Build relationships with security, IT, digital, product, operations, and executive stakeholders while developing buying consensus.
• Partner with Sales Engineering, leadership, customer-success teams, and channel partners; maintain accurate pipeline, forecasts, and account data.

Requirements

• 7+ years of successful enterprise software, SaaS, cybersecurity, or identity sales experience with a record of exceeding quota in complex sales environments.
• Experience selling into enterprise accounts, including commercial enterprises, technology companies, or adjacent regulated industries.
• Demonstrated ability to generate pipeline and win net-new business through strategic prospecting and account planning.
• Experience navigating complex, multi-stakeholder sales cycles involving technical buyers, business leaders, and executive sponsors.
• Strong business acumen and ability to translate technical capabilities into value tied to revenue, efficiency, risk reduction, or customer experience.
• Excellent communication, discovery, negotiation, and forecasting skills.
• Disciplined, self-directed working style with strong prioritization and follow-through.
• Bachelor’s degree or equivalent experience.

Nice to have

• Experience selling identity, access management, CIAM, IGA, MFA, fraud, or verification solutions.
• Familiarity with digital user or customer experiences, regulatory considerations, and security requirements.
• Experience with platform, embedded, OEM, or ISV sales motions.
• Experience working with strategic partners, GSIs, or channel ecosystems in enterprise accounts.
• Knowledge of passwordless authentication, decentralized identity, or behavioral and risk-based security models.

Culture & Benefits

• Flexible, collaborative work environment with startup-oriented values.
• Culture focused on empowerment, inclusion, individuality, and belonging.
• Employee Resource Groups, team bonding events, volunteering, and community initiatives.
• Generous PTO and holiday schedule, parental leave, healthcare options, and retirement programs.
• Education reimbursement and commuter offset for specific locations.