Account Executive - Federal Sales

ControlCase; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

ControlCase is seeking an experienced Federal Account Executive to drive growth across our federal services. This remote role focuses on selling cybersecurity compliance and assessment services to DIB and GovCon buyers, with mastery of CMMC, FedRAMP, GovRAMP, and NIST SP 800-171.

You will own the full sales cycle, build strategic partnerships, and develop pipelines targeting federal contractors, CSPs, and technology providers pursuing federal markets.

Qualifications

• 3–7+ years of quota-carrying business development or account executive experience in complex B2B sales.
• Experience selling into Federal/GovCon, Defense Industrial Base, cybersecurity, cloud, or government customers.
• Ability to independently develop pipeline and manage multiple complex opportunities in a fast-paced environment.
• Strong discovery, communication, negotiation, and presentation skills.
• Proficiency with CRM platforms and standard business productivity tools.

Responsibilities

• Own the full sales cycle from prospecting and qualification through solution development, proposal, negotiation, and close.
• Build new business across ControlCase Federal's assessment, advisory, readiness, and compliance services.
• Develop and execute account and market strategies targeting Defense Industrial Base contractors, federal prime contractors, GovCon organizations, CSPs, SaaS providers, and channel partners.
• Translate customer requirements into ControlCase solutions and communicate value and differentiators.
• Maintain an accurate pipeline, forecast opportunities, and meet revenue targets.
• Represent ControlCase at federal/cybersecurity events and webinars to expand visibility.

Skills

Quota-carrying sales

Complex B2B sales

Executive stakeholder engagement

CRM proficiency

Federal GovCon sales

Account development

Sales cycle management

Tools

Salesforce

Job description

Title: Federal Account Executive/Business Developer (DIB / CMMC)

Company: ControlCase

Location: Remote (US) with preference for proximity to key federal/defense hubs.

About the Role

ControlCase is seeking an experienced Federal Account Executive / Business Developer to drive growth across our federal services portfolio.

This role is focused on developing and closing new business with organizations operating in or selling to the federal marketplace, including Defense Industrial Base (DIB) contractors, government contractors, cloud and technology providers, SaaS companies, federal solution providers, and strategic partners.

The successful candidate will understand how business is developed within the federal ecosystem and can sell a broad portfolio of cybersecurity compliance and assessment services, including CMMC, FedRAMP, GovRAMP, NIST SP 800-171, and related federal cybersecurity requirements.

This is an experienced, quota-carrying sales position requiring the ability to create opportunities, develop relationships, manage complex sales cycles, and close business.

Key Responsibilities

• Own the full sales cycle from prospecting and qualification through solution development, proposal, negotiation, and close.
• Build new business across ControlCase Federal's assessment, advisory, readiness, and compliance services.
• Develop and execute account and market strategies targeting:
• Defense Industrial Base contractors and subcontractors
• Federal prime contractors and GovCon organizations
• Cloud Service Providers (CSPs), SaaS companies, and technology providers pursuing federal markets
• Organizations pursuing CMMC, FedRAMP, GovRAMP, or other federal compliance requirements
• MSPs, MSSPs, RPOs, consultants, technology providers, and other strategic/channel partners

Build and leverage relationships throughout the federal, defense, cybersecurity, compliance, and technology ecosystems to generate opportunities and accelerate sales.

• Translate customer requirements into the appropriate ControlCase solution while clearly communicating our value and differentiators.
• Work closely with technical, assessment, consulting, marketing, and delivery teams to develop credible and competitive solutions and proposals.
• Build and maintain an accurate pipeline, forecast opportunities, and consistently execute against revenue targets.
• Develop referral and partner relationships that generate scalable sources of new business.
• Represent ControlCase at federal, defense, cybersecurity, cloud, technology, and industry events, as well as webinars and partner activities.
• Position ControlCase as a trusted resource for organizations navigating complex federal cybersecurity and compliance requirements.

Ideal Background

We are looking for an experienced business developer or account executive with demonstrated success selling into the federal, defense, GovCon, cybersecurity, cloud, or compliance markets.

Strong candidates may come from backgrounds such as:

• Federal or government contracting business development
• Defense and DIB-focused sales
• Cybersecurity, GRC, compliance, or professional services sales
• FedRAMP, GovRAMP, CMMC, or NIST-focused organizations
• Cloud, SaaS, or technology companies selling into the federal marketplace
• MSPs, MSSPs, RPOs, C3PAOs, 3PAOs, or federal compliance consultancies
• Federal channel, distribution, reseller, or partner organizations
• Aerospace, defense manufacturing, and complex industrial organizations
• Prior service members are encouraged to apply

What We Value Most

Business Development Acumen

You have demonstrated success in quota-carrying, complex B2B sales and know how to create business, not just manage inbound opportunities.

• Open new doors and develop net-new accounts
• Build pipeline through direct prospecting, relationships, events, and partners
• Navigate long and complex sales cycles
• Engage executives, technical stakeholders, compliance leaders, and business decision-makers
• Identify the underlying business problem rather than simply responding to a stated requirement
• Translate complex customer needs into a clear value proposition
• Move opportunities forward and close business

Understanding of the Federal Market

You understand how organizations sell to and operate within the federal marketplace, including the relationships among federal agencies, prime contractors, subcontractors, technology providers, and the broader federal supply chain.

You are comfortable navigating organizations with complex procurement processes, multiple stakeholders, established cultures, and regulatory requirements.

Cybersecurity & Compliance Aptitude

You do not need to be a cybersecurity engineer or compliance assessor, but you must develop enough expertise to credibly sell sophisticated cybersecurity compliance and assessment services to informed buyers.

You should be able to rapidly develop working knowledge of:

• CMMC
• NIST SP 800-171
• FedRAMP
• GovRAMP
• Federal cybersecurity and cloud compliance requirements
• Independent assessment versus consulting/advisory services

Required Qualifications

• 3–7+ years of quota-carrying business development or account executive experience in complex B2B sales.
• Demonstrated success meeting or exceeding revenue or new-business targets.
• Experience selling into at least one of these: Federal/GovCon; Defense Industrial Base; Cybersecurity or compliance; Cloud/SaaS serving government customers; and MSP/MSSP or technology channel.
• Demonstrated ability to independently develop pipeline and manage multiple complex opportunities, and operate in a fast-paced, high-expectation environment.
• Strong discovery, communication, negotiation, and presentation skills.
• Ability to engage credibly with executive, business, compliance, and technical stakeholders.
• Experience working in a fast-paced, growth-oriented sales environment.
• Proficiency with CRM platforms and standard business productivity tools.

Preferred Qualifications

Experience with one or more of the following is highly desirable:

• CMMC and NIST SP 800-171
• FedRAMP and/or GovRAMP
• Federal cybersecurity or GRC services
• C3PAO, 3PAO, RPO, MSP, MSSP, or compliance consulting organizations
• Cloud or SaaS companies pursuing federal authorization
• Defense manufacturing, aerospace, or complex industrial markets
• Federal channel and strategic partner development
• Selling professional services, assessments, or other expertise-driven solutions
• Prior military or federal service followed by successful commercial business development, account management, or GovCon sales experience

What Success Looks Like

• Success in this role means building a sustainable federal pipeline and converting it into revenue.
• The right candidate will develop new accounts, expand ControlCase's reach through strategic relationships and partners, identify opportunities across multiple federal compliance programs, and become a credible advisor to customers
• navigating CMMC, FedRAMP, GovRAMP, and the broader federal cybersecurity landscape.

Compensation

Base salary commensurate with a robust uncapped commission structure with significant upside for high performers.