Federal Sales Account Executive (Air Force, Space Force, COCOMs)

Opswat; Arlington (VA); Hybrid; USD 120,000 - 150,000; Full time

Benefits offered by this job

Competitive compensation

Career growth opportunities

Work in a culture of innovation

Job summary

Opswat is looking for a Federal Sales Account Executive in Arlington, VA, to drive growth by building and managing relationships within Federal agencies and FSIs. The role involves executing strategic sales strategies to meet annual quotas and leading full sales cycles.

The ideal candidate should have over 10 years of federal technology sales experience, showcasing strong relationships in cybersecurity or critical infrastructure protection. Join a rapidly growing team dedicated to national security and innovation.

Qualifications

• 10+ years of federal technology sales experience, preferably in cybersecurity.
• Demonstrated success selling both to and through FSIs.
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies.

Responsibilities

• Own and drive a federal sales territory focused on strategic relationships.
• Execute both sell‑to and sell‑through strategies with FSIs.
• Lead the complete sales cycle from opportunity identification to close.

Skills

Federal technology sales experience

Cybersecurity knowledge

Networking expertise

Strong communication skills

Relationships with FSIs

Job description

Protecting the World’s Critical Infrastructure

OPSWAT, a global leader in IT, OT, and IC critical infrastructure cybersecurity, delivers an end‑to‑end platform that protects public and private sector organizations and enterprises, ensuring compliance. For 20 years OPSWAT has served more than 1,700 organizations globally.

Federal Sales Account Executive

As a Federal Sales Account Executive, you will drive OPSWAT’s federal growth. Your mission is to build, manage, and grow relationships across Federal agencies and the Federal System Integrator (FSI) ecosystem, driving adoption of OPSWAT’s solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer.

What You Will Be Doing

• Own and drive a federal sales territory focused on building, enabling, and growing strategic relationships with FSIs.
• Execute both sell‑to and sell‑through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles.
• Meet or exceed annual sales quota by developing new business and expanding existing accounts.
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close.
• Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI‑led pursuits.
• Leverage OPSWAT’s Critical Infrastructure Lab to host demonstrations, workshops, and executive briefings for customers and partners.
• Provide accurate pipeline forecasts and contribute to federal growth strategy.

What We Need From You

• 10+ years of federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection.
• Demonstrated success selling both to and through FSIs.
• Deep understanding of federal procurement processes, contract vehicles, and acquisition lifecycles.
• Proven track record of meeting or exceeding sales quotas within federal markets.
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies.
• Experience supporting or influencing capture efforts and FSI‑led pursuits.
• Excellent communication, presentation, and relationship‑building skills.
• Mission‑driven mindset with a passion for protecting national security.

Why Join OPSWAT Federal?

• Be part of a rapidly growing federal team led by Stephen Gorham.
• Help federal agencies secure missions with purpose‑built cybersecurity solutions.
• Work in a culture of innovation and collaboration with substantial ongoing investment.
• Access a state‑of‑the‑art Critical Infrastructure Lab in Arlington, VA.
• Competitive compensation and uncapped career growth opportunities.

Equal Employment Opportunity

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.