Enterprise Account Executive | TOLA

Native; Austin (TX); On-site; USD 220,000 - 360,000; Full time

Benefits offered by this job

Equity

Founding role

Autonomy

Job summary

Native is seeking a Founding Federal Account Executive to build and own the federal sales motion from ground up, generating pipeline and closing strategic deals across DoD, IC, and civilian agencies. You will be the first GTM hire for public sector, serving as the company’s primary representative to federal customers, systems integrators, and channel partners.

This high-ownership role requires navigating federal procurement, shaping pricing and FedRAMP roadmap, and developing a repeatable

Qualifications

• Experience building and scaling a federal sales program from the ground up at an early-stage startup.
• 7+ years of experience selling B2B cybersecurity or cloud security solutions, with at least 4+ years focused on the U.S. federal market.
• Proven success closing six- and seven-figure deals with federal agencies.
• Deep working knowledge of federal procurement and contract vehicles (GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs).

Responsibilities

• Build and own Native's federal sales motion from the ground up, generating pipeline and closing strategic deals across U.S. federal agencies.
• You'll be the first GTM hire dedicated to the public sector and the primary representative to federal customers, partners, and channel partners.
• You'll shape pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook.
• Run full-cycle federal sales: prospecting, capture, discovery, technical evaluation, negotiation, and close; coordinate with primes and resellers.
• Forecast within the federal fiscal calendar and navigate end-of-year buying cycles with money timing awareness.

Skills

Federal sales

B2B cybersecurity sales

Deal closure

Contract vehicle knowledge

Public sector relationships

Tools

AI sales tools

Job description

As Native's Founding Federal Account Executive, you'll build and own our federal sales motion from the ground up - generating pipeline and closing strategic deals across U.S. federal agencies, including DoD, the Intelligence Community, and civilian departments. This role is about building the federal program from zero - defining the strategy, processes,and foundations for long-term success.

You’ll be the first GTM hire dedicated to public sector and will serve as Native's primary representative to federal customers, prospects, systems integrators, and channel partners.

This is a high-ownership role for someone who thrives in ambiguity, knows how to navigate the realities of federal procurement, and understands how to land and expand inside agencies with long, complex buying cycles. You'll work directly with leadership, product, and technical teams to shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook -turning early agency traction into durable, multi-year relationships.

Requirements

• Experience building and scaling a federal sales program from the ground up at an early-stage startup.
• 7+ years of experience selling B2B cybersecurity or cloud security solutions, with at least 4+ years focused on the U.S. federal market (DoD, IC, and/or civilian agencies).
• Demonstrated success closing six- and seven-figure deals with federal agencies, ideally at an early-stage or high-growth startup where you helped scale federal revenue from initial traction to meaningful ARR milestones.
• Deep working knowledge of federal procurement and contract vehicles - GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs, and agency-specific BPAs - and a track record of getting on the right paper to close business.
• Established relationships with federal CISOs, CIOs, program managers, contracting officers, and key channel partners (e.g., Carahsoft, DLT, immixGroup, Four Inc., Merlin, GuidePoint Federal).
• Strong understanding of federal compliance frameworks relevant to selling cybersecurity software: FedRAMP (Moderate/High), DoD IL2/IL4/IL5/IL6, FISMA, NIST 800-53/800-171, CMMC, and StateRAMP.
• Comfort running full-cycle federal sales - prospecting, capture, discovery, technical evaluation, teaming, negotiation, and close - including coordinating with primes, integrators, and resellers.
• Experience navigating the federal fiscal calendar, end-of-year buying cycles, color of money, and continuing resolutions, and an ability to forecast accurately within that environment.
• Track record operating independently in high-ambiguity environments; comfortable being the first federal seller and helping define territory, segmentation, and channel strategy.
• Excellent written and verbal communication; able to translate Native's technical value into outcomes that resonate with mission owners, security leaders, and acquisition stakeholders.
• Active or eligible-for U.S. security clearance (Secret, TS, or TS/SCI) is a strong plus. U.S. citizenship is required.
• You actively leverage AI and modern sales tools to prioritize accounts, build capture plans, and engage stakeholders more effectively.

What We Offer

• Competitive compensation with meaningful early-stage equity.
• A rare opportunity to be the founding federal seller at a fast-growing cybersecurity startup and to build the federal business from zero.
• Direct influence on FedRAMP and compliance roadmap, contract vehicle strategy, partner ecosystem, and federal product direction.
• Close collaboration with experienced founders, security experts, and operators who understand both commercial and federal motions.
• Flexibility, autonomy, and the chance to build something from the ground up inside the federal market.

Why Join Now?

This isn’t just a Founding Federal Account Executive role.

It’s a chance to build Native’s federal business from zero - owning the strategy, motion, and impact from day one. Let’s get to work.