Account Executive III - Federal

Netwrix; Washington (District of Columbia); Remote; USD 120,000 - 180,000; Full time

Job summary

Netwrix is seeking a proactive Federal Sales Account Executive to drive new business across DoD, Federal Civilian, Defense Contractors, and SLED in the Mid-Atlantic. This remote-first role requires building executive relationships and leading a value-driven sales process from first contact.

You will prospect, position Netwrix’s security solutions, and guide customers through a full sales cycle, balancing on-prem, cloud, and hybrid environments while coordinating with partners and resellers.

Qualifications

• Bachelor’s degree in business, IT, or related field.
• Located within 30-mile radius of Washington, DC.
• 5–10 years of experience selling cybersecurity or IT security into the Federal market.
• Knowledge of NIST 800-53/800-171, FISMA, FedRAMP, CMMC, Zero Trust.
• Experience with federal procurement and contract vehicles.
• Excellent communication, negotiation, and presentation skills.
• Active U.S. security clearance preferred but not required.

Responsibilities

• Identify and pursue new business across DoD, Federal Civilian, Defense Contractors, and SLED in the Mid-Atlantic.
• Build and maintain strategic relationships with CISOs, CIOs, IT security teams, compliance officers, program managers, and contracting officers.
• Develop and execute a territory plan to maximize revenue from existing and new prospects in the Mid-Atlantic.
• Lead negotiations on pricing, contracts, and product positioning through federal contract vehicles and channel partners.
• Build and manage relationships with federal resellers, systems integrators, distributors, and prime contractors; navigate contract vehicles to move deals.
• Collaborate cross-functionally with pre-sales engineers, marketing, and customer experience teams to address requirements and deliver measurable security outcomes.
• Stay informed of industry trends and federal data security regulations to position Netwrix’s strengths.
• Maintain a pipeline forecast and sales reports in Salesforce.

Skills

Federal sales

Relationship building

Pipeline management

Salesforce CRM

Negotiation

Public sector

Education

Bachelor’s degree in business or IT

Tools

Salesforce

Job description

At Netwrix, our mission is to revolutionize data security by placing identity at the core - providing unparalleled visibility and control. Engineered and supported by over 900 highly talented, motivated employees and hundreds of trusted partners in nearly every geography, Netwrix solutions are relied upon daily by security professionals across more than 13,500 organizations in over 100 countries around the world.

Over the past two decades, Netwrix has expanded its market presence through innovation, organic growth, and strategic acquisitions, and are proud to be backed by renowned private equity firms, TA Associates and Centerbridge Partners. Netwrix maintains a global presence, fostering a remote-first work environment while encouraging and facilitating frequent face-to-face interaction with colleagues, customers, and partners.

Position Overview

Netwrix is seeking a proactive and driven Federal Sales Account Executive to identify, engage, land and expand new business across DoD, Federal Civilian, Defense Contractor, and State, Local, and Education (SLED) accounts in the Mid-Atlantic region. This is a high-impact role focused on generating pipeline, building executive-level relationships, and driving strategic growth in the public sector.

You will be responsible for prospecting, positioning Netwrix’s industry-leading security solutions, and leading a value driven sales process that delivers value to new and existing customers from the first conversation.

Candidates must be located within a 30-mile radius of Washington, DC. This is a remote position with local travel to customer sites, partner meetings, and events as needed.

Key Responsibilities

• Identify and pursue new business opportunities across DoD, Federal Civilian, Defense Contractor, and SLED accounts in the Mid-Atlantic, leveraging Netwrix’s comprehensive product suite to drive net new customer acquisitions.
• Build and maintain strategic relationships with key decision-makers—CISOs, CIOs, IT security teams, compliance officers, program managers, and contracting officers—positioning Netwrix products as critical components of their cybersecurity strategy.
• Develop and execute a territory plan to maximize revenue from both existing customers and new prospects across the Mid-Atlantic, aligning Netwrix’s capabilities with customer pain points such as data access governance, federal compliance mandates (e.g., NIST 800-53, CMMC), Zero Trust initiatives, and insider threat detection.
• Lead negotiations on pricing, contracts, and product positioning through federal contract vehicles and channel partners, facilitating adoption of Netwrix solutions across various IT environments (on-premises, cloud, and hybrid).
• Build and manage relationships with federal resellers, systems integrators, distributors, and prime contractors, and navigate contract vehicles such as GSA Schedule, NASA SEWP, CDM, and ITES to move deals through the federal procurement process (RFPs/RFQs, FAR/DFARS, and fiscal-year budget cycles).
• Collaborate cross-functionally with pre-sales engineers, marketing, and customer experience teams to ensure that Netwrix solutions address customer requirements and deliver measurable security outcomes.
• Stay informed of the latest industry trends, federal data security regulations and mandates, and competitive offerings to accurately position Netwrix’s strengths in data security, risk reduction, and compliance.
• Maintain an accurate pipeline forecast, including fiscal-year-end and budget-cycle timing, and sales performance reports in Salesforce, effectively communicating progress to internal stakeholders.

Qualifications

• Bachelor’s degree in business, IT, or a related field (or equivalent experience)
• Located within a 30-mile radius of Washington, DC.
• 5-10 years of experience selling cybersecurity or IT security solutions into the Federal market (DoD, Federal Civilian, Defense Contractors, and/or SLED), with a track record of successfully managing both existing accounts and net new business.
• Strong understanding of information security concepts—particularly those relevant to Netwrix’s offerings—such as data classification, access management, auditing, and compliance frameworks (e.g., NIST 800-53/800-171, FISMA, FedRAMP, CMMC, Zero Trust).
• Working knowledge of federal procurement and the public sector buying cycle, including contract vehicles, channel partners, and fiscal-year budgeting.
• Proven ability to engage new prospects at multiple levels in the organization while nurturing and growing existing client relationships.
• Excellent communication, negotiation, and presentation skills, capable of simplifying complex concepts for various audiences.
• Ability to work independently and collaboratively in a fast-paced, team-oriented environment.
• Experience using CRM tools like Salesforce to track sales progress and manage accounts.
• Active U.S. security clearance, or the ability to obtain one, is preferred but not required.

Our Values

At Netwrix, our values guide every action:

• Next-Level Customer Focus -Customers first, always. We listen, protect, and go the extra mile— because their success is our mission.
• Excellence - We set high standards and take pride in delivering exceptional results. We celebrate wins, seek constant improvement, and address shortcomings professionally.
• Transparent Ownership - We celebrate our successes, own up to our mistakes, communicate openly, and face challenges head-on with a genuine commitment to doing the right thing.
• Winning with Clear Thinking - We value clarity, find straightforward solutions to complex problems, and make swift, effective decisions.
• Relentless Innovation - We continually seek better ways to serve our customers and stay ahead. We foster creative thinking, and we embrace new approaches.
• Industry-Leading Expertise - We take pride in our expertise and continuously seek to learn and share knowledge, striving to be the trusted experts our customers rely on.
• eXceptional Together - We believe in the power of collaboration and diverse perspectives. By valuing each other’s strengths, we achieve outcomes that surpass individual contributions.

Join us in a culture where integrity, respect, and hard work are foundational. Be part of a team dedicated to making a lasting impact.

Why You’ll Love Working at Netwrix

• Continuous Learning and Development Opportunities
• Team-Oriented, Collaborative, and Innovative Work Environment
• Regular Company Town Halls to Keep You Informed
• Opportunities for Career Growth and Advancement

We pride ourselves on a culture that truly values employee input across various backgrounds and experiences. We look forward to welcoming new talent who can help us further our mission.

Netwrix Corporation and its wholly owned subsidiaries are Equal Opportunity Employers (EEO) and welcome all applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.

Please let us know if you require any accommodation.