Federal Enterprise Account Executive - Puppet

Perforce Software; Virginia; On-site; USD 140,000 - 150,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

Vision benefits

Retirement plan

Life insurance

Wellness programs

Paid time off

Employee perks

Job summary

Perforce Software is seeking an experienced Federal Enterprise Account Executive to drive new business, services, and renewals for Puppet Enterprise solutions. The role targets government and federal accounts with a track record of quota attainment and strong value-selling skills.

Ideal candidates reside in the Washington, D.C., Northern Virginia, or Maryland areas and have 10+ years in federal software sales, including infrastructure, SaaS, and Kubernetes solutions.

Qualifications

• 10+ years of experience as a federal enterprise account executive.
• Selling software to federal accounts with a strong technical acumen.
• Ability to engage with Director-level and above executives.
• Experience building and executing territory plans.
• Experience selling via channel and alliance partners.
• Knowledge of procurement vehicles and compliance requirements.

Responsibilities

• Actively manage current federal accounts and prospect for opportunities.
• Achieve quota on a quarterly and annual basis.
• Develop a pipeline at least 3x quota.
• Prepare accurate weekly forecasts and sales reports.
• Maintain Salesforce hygiene and key sales methodologies (MEDDPICC, Command of the Message).
• Coordinate with pre-sales engineering and support to roll out Puppet Enterprise and related products.
• Develop account-based selling strategies and closing plans.
• Travel as necessary to develop relationships and close large deals.

Skills

Federal enterprise sales

SaaS and cloud sales

Executive communication

Pipeline development

Channel partner selling

Salesforce / CRM

Tools

Salesforce

MEDDPICC

Command of the Message

Channel partner ecosystem

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 Executives 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.

Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start‑up with the security of an established and privately held profitable company.

www.perforce.com

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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