Federal Enterprise Account Executive - Puppet

Delphix; Maryland; On-site; USD 150,000 - 300,000; Full time

Benefits offered by this job

Sales Commission Plan

Job summary

Perforce Software, Inc. is seeking a Federal Enterprise Account Executive to drive revenue in federal accounts, leveraging 10+ years of sales experience with large organizations and executive engagement.

You will build a substantial pipeline, manage complex opportunities, and coordinate with pre-sales and partners to close multi-year deals. The role emphasizes deep knowledge of procurement processes, MEDDPICC, and the Puppet Enterprise portfolio, with remote-friendly support in the DC/NOVA/MD

Qualifications

• 10+ years of experience as a federal enterprise account executive.
• Selling software to federal accounts with senior executive presence.
• Building and executing a long-term territory plan.
• Driving demand for newer products and professional services.
• Direct, channel, and alliance selling experience with large accounts.
• Familiarity with procurement vehicles and contractor requirements.

Responsibilities

• Actively manage federal accounts and develop opportunities.
• Achieve quota on quarterly and annual bases.
• Develop an active pipeline equal to 3x quota.
• Prepare accurate weekly forecasts and reports.
• Maintain Salesforce hygiene and leverage MEDDPICC.
• Roll out Puppet Enterprise and related products with cross-functional teams.
• Develop account-based selling plans and close large opportunities.
• Travel as necessary to build relationships and close deals.

Skills

Federal account selling

Executive engagement

Quota attainment

Pipeline development

Account management

Sales forecasting

Tools

Salesforce

MEDDPICC

Command of the Message

Job description

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.

With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.

Position Summary:

Perforce is searching for a Federal Enterprise Account Executive to join the team selling our Puppet Enterprise solution. We are looking for an individual who is an experienced, high-energy sales professional with a proven track record of over-achieving quota. You will drive the revenue for new business, services, and renewals, through effective value selling and relationship development at the Director-level and above. You must be well-rounded in all aspects of enterprise account selling, including the ability to create a significant pipeline in a short amount of time, identify business drivers, and have a command of and deliver the Puppet value proposition.

The ideal candidate should reside in the Washington, D.C., Northern Virginia, or Maryland areas and have 10+ years selling, infrastructure, infrastructure automation, SaaS, and Kubernetes solutions to federal accounts. The expectation is that you are already familiar with procurement vehicles, SIs, and other entities who do business with the federal government. Specific knowledge of current compliance requirements is a must, including vendor solutions and contractor implementation requirements.

More than 40,000 organizations trust Puppet to innovate through IT infrastructure automation. Puppet helps customers strengthen their security posture, compliance standards, and business resiliency beyond the data center to the cloud.

Responsibilities:

• Actively manage current accounts and prospect to develop opportunities in federal accounts.
• Attainment of quota, quarterly and annually.
• Develop an active and vibrant pipeline, equal to 3x quota.
• Prepare accurate weekly forecasts and reports to sales leadership.
• Maintain current, accurate, and active Salesforce hygiene and have familiarity with MEDDPICC and Command of the Message.
• Ensure the successful rollout and adoption of Puppet Enterprise and related products through strong account management activities and coordination with pre-sales engineering and support resources.
• Develop account-based selling methodologies and closing plans.
• Prospect for new customers in conjunction with our channel partner and SI community.
• Build and strengthen the business relationship with current accounts and new prospects by leveraging the renewal revenue stream and converting to larger, strategic deals for long-term business opportunities.
• Travel as necessary to develop account relationships and close large opportunities.

Requirements:

• 10+ years of experience as a federal enterprise account executive.
• Selling software to federal accounts with a strong technical acumen, as well as the ability to have a presence with upper management and executives in the accounts.
• Building and executing on a territory plan (Target Account Selling or other sales methodology to ensure you can develop a long-term selling strategy within these large accounts as well as create short-term tactical opportunities.)
• Driving demand for newer products and are skilled at selling professional services.
• Calling on platform, infrastructure, and application development teams at the Director to C-level.
• You have experience selling direct, leveraging the channel and alliance partners to deliver solutions with a proven track record of success.
• Current compliance requirements is a must, including vendor solutions and contractor implementation requirements.

AI Fluency:

Level 2: Skilled Prompter (Advanced Foundation / Early Proficient) - Crafts effective, outcome-oriented prompts, iterates to improve quality and speed, and validates AI outputs against business context and expectations.

Additionally, this position is eligible for benefits including, but not limited to, medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks that may be offered by Perforce from time to time. The actual offer will depend on a number of factors including, but not limited to, a candidate’s education, skills, qualifications, depth of experience and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time.

All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.

www.perforce.com

150000 - 300000 USD a year

The base pay range targeted for this role is $140,000 - $150,000 USD. This position will be eligible for a Sales Commission Plan.