Federal Enterprise Account Executive

BlueCat; Washington (District of Columbia); On-site; USD 260,000 - 300,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

HSA / FSA accounts

401(k) with company matching

Parental leave

Vacation, personal and wellness days

Learning & development budget

Annual bonus program

Job summary

BlueCat is seeking a high-performing Federal Enterprise Account Executive to expand our presence across U.S. Federal agencies.

You will own a targeted set of accounts, develop strategic territory plans focused on pipeline creation and revenue growth, prospect, qualify, and close opportunities, and build multi-threaded relationships across technical, operational, procurement, and executive stakeholders. Position BlueCat’s platform value to federal customers—DNS, security, and automation—while

Qualifications

• 5+ years of enterprise technology sales experience within the U.S. Federal market.
• Proven track record of exceeding quota and driving consistent pipeline growth.
• Experience selling into Federal civilian, defense, or intelligence-related organizations.
• Understanding of Federal procurement processes, contract vehicles, and partner ecosystems.

Responsibilities

• Own a targeted set of Federal accounts and develop strategic territory plans focused on pipeline creation and revenue growth.
• Prospect, qualify, and close opportunities across both existing and net-new Federal accounts.
• Build multi-threaded relationships across technical, operational, procurement, and executive stakeholders.
• Forecast accurately and maintain territory visibility within Salesforce.

Skills

Enterprise technology sales

Quota attainment

Executive presence

Territory planning

Account development

Tools

Salesforce

LinkedIn Sales Navigator

Sales engagement tools

Job description

We're BlueCat—a Great Place to Work for good reason. Our team solves critical network challenges for some of the world's largest organizations. In simple terms, we manage the systems that keep networks running smoothly, securely, and reliably—the backbone infrastructure that powers digital transformation for enterprises globally. Our Intelligent Network Operations platform delivers and enables AI-driven agentic ops at scale, automating and simplifying how companies manage, secure, and optimize their networks.

But what makes us different is how we work: we believe great work happens in an environment where you're trusted, heard, and supported. With teams globally, we're building a workplace culture that values collaboration and integrity as much as innovation. If you're looking to advance your career with a company that invests in its people, this is it.

BlueCat is looking for a high-performing Federal Enterprise Account Executive to help expand our presence across key U.S. Federal agencies.

We are looking for a true enterprise seller — someone who can create opportunity, build executive relationships, navigate complex Federal environments, and close strategic deals.

This role is ideal for a motivated hunter who understands how Federal agencies buy technology and who can position BlueCat’s platform as a critical component of secure, resilient, and observable network infrastructure.

BlueCat helps organizations modernize mission-critical network services through:

• DNS, DHCP, and IP Address Management (DDI)
• Network Security and Zero Trust enablement
• Infrastructure Automation
• Network Observability and Visibility

Federal agencies increasingly require operational visibility, resiliency, and automation across complex distributed environments. BlueCat provides the foundational intelligence and control needed to support those initiatives.

What You’ll Do:

Drive Territory Growth

• Own a targeted set of Federal accounts and develop strategic territory plans focused on pipeline creation and revenue growth.
• Prospect, qualify, and close opportunities across both existing and net-new Federal accounts.
• Build multi-threaded relationships across technical, operational, procurement, and executive stakeholders.
• Create momentum within strategic agencies through disciplined account planning and consistent customer engagement.

Lead Complex Sales Cycles

• Manage sophisticated enterprise sales motions from discovery through close.
• Understand customer environments, modernization priorities, funding paths, procurement models, and competitive landscapes.
• Navigate Federal acquisition processes and partner-led procurement motions effectively.
• Build strong business cases aligned to mission outcomes, resiliency, cybersecurity, and operational efficiency.

Position BlueCat’s Platform Value

• Communicate BlueCat’s value across networking, cybersecurity, automation, cloud transformation, and network observability initiatives.
• Help customers understand how foundational network intelligence improves visibility, resiliency, security posture, and operational control.
• Partner closely with Sales Engineering to align technical solutions with agency priorities.
• Work closely with Channel, Marketing, Customer Success, and Leadership teams to accelerate pipeline and drive successful outcomes.
• Build relationships with Federal integrators, resellers, and ecosystem partners.
• Maintain accurate forecasting, opportunity management, and territory visibility within Salesforce.

What You Bring:

• 5+ years of enterprise technology sales experience within the U.S. Federal market.
• Proven track record of exceeding quota and driving consistent pipeline growth.
• Experience selling into Federal civilian, defense, or intelligence-related organizations.
• Understanding of Federal procurement processes, contract vehicles, and partner ecosystems.
• Experience managing complex enterprise sales cycles with multiple stakeholders.
• Strong prospecting, territory planning, and account development skills.
• Executive presence with excellent communication and presentation abilities.
• Ability to thrive in a high-growth environment where initiative and accountability matter.
• Experience with Salesforce, LinkedIn Sales Navigator, and modern sales engagement tools.

Preferred Experience:

• Cybersecurity, networking, observability, infrastructure, SaaS, or automation sales experience.
• Relationships within strategic Federal agencies or Federal systems integrators.
• Experience working within high-growth or category-creating technology companies.
• Familiarity with:
• DNS / DDI
• Zero Trust architectures
• Network observability platforms
• Infrastructure visibility and telemetry

Why BlueCat:

Modern enterprises and Federal agencies increasingly depend on network intelligence to support cybersecurity, resiliency, and operational awareness.

BlueCat provides the foundational platform that enables organizations to modernize securely while improving visibility and control across complex environments.

This is an opportunity to join a company with:

• Strong enterprise traction
• A differentiated platform story
• Expanding relevance in observability and cybersecurity
• Significant growth opportunity across the Federal market
• A collaborative, high-performance culture

If you are motivated by building relationships, winning strategic deals, and helping customers solve complex infrastructure challenges, we’d love to meet you.

The annual salary range for this position is USD 260,000–300,000, this is made up from base plus commission. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy.

This position is eligible for a comprehensive benefits package, including medical, dental, and vision insurance; tax advantaged accounts (HSA, FSA); annual Lifestyle Spending Account (LSA); a 401(k) with company matching; paid parental leave; vacation, personal, and wellness days; an annual learning and development budget. Eligible employees may also participate in the company's annual bonus program.

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

BlueCat participates in the E-Verify program to confirm the employment eligibility of new hires based in the USA. The E-Verify process is completed in conjunction with the Form I-9 Employment Eligibility Verification on or before the first day of work. E-Verify is not used as a tool to pre-screen candidates. For more information about E-Verify, please visit https://www.e-verify.gov/employees.