Federal Account Executive

ReversingLabs; Boston (MA); Remote; USD 135,000 - 145,000; Full time

Job summary

An established industry player is seeking a dynamic Federal Account Executive to drive sales within U.S. Government Departments. In this pivotal role, you will leverage your sales expertise and relationship-building skills to engage with key stakeholders, ensuring their mission needs are met with tailored solutions. Collaborating with internal teams, you will create a seamless experience for clients while managing a robust pipeline of opportunities. This is a unique chance to contribute to a transformative journey in cybersecurity, working with cutting-edge threat intelligence solutions that protect organizations globally. If you are passionate about making a difference in the cybersecurity landscape, this role is for you.

Benefits

Competitive Compensation Packages

Employer Paid Dental and Vision Insurance

401k Traditional and Roth

Flexible PTO

Quarterly Wellness Weekends

Pet Insurance

Remote Work Stipend

Complimentary Calm App Membership

Opportunities for Advancement

Innovative Work Environment

Qualifications

• 5+ years experience selling security software to Federal customers.
• Expertise in managing sales opportunities from prospect to closure.

Responsibilities

• Strategically plan and meet or exceed sales quota.
• Manage relationships with key decision-makers in Federal departments.
• Drive revenue growth by landing new clients and upselling.

Skills

Sales Acumen

Relationship-Building

Security Software Sales

Forecasting

Prospecting

Managing Multiple Tasks

Education

Bachelor of Arts or Science

Tools

SalesForce.com

Job description

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

You, as the Federal Account Executive, will leverage your sales acumen and relationship-building skills to proactively and strategically prospect, engage, and close new business with U.S. Government Departments and Agencies—including those in the defense, intelligence, and civilian sectors. You’ll work directly with key stakeholders to understand their goals and challenges, and partner with them to align the right RL solutions to meet their mission needs. In this role, you’ll collaborate closely with internal teams—from Product and Sales Engineering to Marketing—to ensure a seamless, high-impact experience for both prospective and existing clients.

What You Will Do

• As a Federal Account Executive with ReversingLabs, you will hit the ground running and your highest priority will be to strategically plan and meet or exceed your sales quota.
• Manage and build relationships with key decision-makers in Federal information security and technology departments.
• Identify and research prospective federal clients in information security and technology departments.
• Build and manage strong relationships with key decision-makers across federal agencies.
• Develop and maintain a healthy pipeline of qualified opportunities within your assigned territory.
• Drive revenue growth by both landing new clients and upselling within the existing install base.
• Collaborate with partner organizations to support both direct and indirect sales efforts.
• Build strong relationships with channel representatives in your territory to enhance deal flow.
• Coordinate with our partner team to manage and close indirect deals.
• Maintain consistent and efficient prospecting activity to keep your pipeline full.
• Work cross-functionally with finance, sales operations, sales enablement, and marketing to move deals forward and meet your forecasted close dates.

What We Are Looking For

• 5+ years successful experience selling security software to Federal customers across the Defense and Intelligence sectors.
• Direct experience building out the public sector sales function in an early stage organization.
• The ideal candidate will have a SOAR, SIEM, or Application Security background.
• Deep knowledge of the regulations, policies and processes related to selling to United States Government Departments and Agencies.
• Expertise in managing sales opportunities from prospect to closure.
• Demonstrated ability to forecast and manage information using SalesForce.com.
• Ability to manage multiple high priority tasks to successful completion.
• Ability to work in a fast paced, geographically dispersed organization.
• 4 Year Bachelor of Arts or Science degree preferred.
• Current security clearance is highly preferred.

Compensation and Benefits

• Competitive compensation packages (base, bonus and equity).
• HRA - RL covers your Medical deductible through reimbursements.
• Employer paid dental, vision, disability & life insurance.
• Voluntary Buy up Life Insurance for you and your dependents.
• 401k: Traditional and Roth.
• Flexible Spending Accounts (health & dependent).
• Flexible PTO-take time when you need it.
• Quarterly (3 day) Wellness Weekends.
• Pet insurance.
• Hospital Indemnity insurance and Accident insurance.
• Employee Assistance Plan (EAP)- offering mental health, financial, and legal resources.
• Remote Work Stipend to cover the cost of your internet and cell phone cost.
• All employees receive a complimentary membership to the Calm app, promoting mental well-being and stress reduction.
• Volunteer Time allowance of 8 hours yearly to support the 501c of your choice.
• Opportunities for advancement.
• Innovative and collaborative work environment.

The base salary range for this role is influenced by several factors, including work location, job-related skills and experience, relevant education, training or certifications, and other business needs. For this position, the target base salary is $135,000 - $145,000.

At ReversingLabs, we believe that cash salary is just one part of our Total Rewards package. We’re proud to offer a comprehensive benefits package that includes base salary, bonus, stock awards, and extensive healthcare coverage. Additionally, we provide quarterly wellness weekends, retirement savings options, an annual Calm membership, access to Udemy for training and growth development, parental leave, and much more. We look forward to sharing more details about our Total Rewards package during the recruitment process.

ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, 2021 SC Media Trust Award for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products.

Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States and England, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent.

We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer.

Applicants only - Recruiting agencies, please do not contact.