Federal Enterprise Account Executive - Puppet

Perforce; Washington (District of Columbia); On-site; USD 140,000 - 150,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Retirement benefits

Life insurance

Wellness programs

Total time off

Employee perks

Job summary

Perforce seeks a Federal Enterprise Account Executive to drive revenue for Puppet Enterprise in federal accounts. You will manage key relationships at Director-level and above, build a robust pipeline, and close multi-year, strategic deals across new business, services, and renewals.

The ideal candidate lives in the Washington, D.C. area (or nearby) with 10+ years selling into federal agencies. Knowledge of procurement vehicles and compliance requirements is essential.

Qualifications

• 10+ years of experience selling to federal accounts.
• Strong technical acumen and ability to engage upper management.
• Proven track record of quota attainment in enterprise selling.
• Experience building long-term territory plans and pipelines.

Responsibilities

• Actively manage federal accounts and prospect for new opportunities.
• Attain quarterly and annual quota targets.
• Develop an active pipeline equal to 3x quota.
• Provide accurate forecasts and Salesforce hygiene.
• Coordinate with pre-sales and support to rollout Puppet Enterprise.
• Leverage channel partners and SIs to drive large deals.
• Travel as needed to develop relationships and close opportunities.

Skills

Federal sales

C-level engagement

Sales strategy

Tools

Salesforce

MEDDPICC

Job description

Position Summary

Perforce is searching for a Federal Enterprise Account Executiv e 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.

Compensation

$150,000 - $300,000 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.

Benefits

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.