Federal Sales Account Executive - Cybersecurity & DoD

OPSWAT, Inc.; United States; On-site; USD 130,000 - 210,000; Full time

Job summary

OPSWAT in Arlington, VA is seeking a Federal Sales Account Executive to drive growth across DoD, IC, and civilian agencies. You will build and manage strategic relationships, win contracts, and expand OPSWAT’s presence in critical infrastructure protection and zero-trust solutions.

The role partners with capture managers, channel partners, and technical experts to shape winning proposals, forecast pipelines, and deliver measurable federal wins while advancing national security through

Qualifications

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection.
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles.
• Proven track record of meeting or exceeding sales quotas with Federal agencies.
• Strong relationships within DoD, IC, and/or civilian agencies, and with Federal System Integrators.
• Excellent communication, presentation, and relationship-building skills.
• Mission-driven mindset with a passion for protecting national security.

Responsibilities

• Own and drive a Federal sales territory focused on the Marine Corps, Navy and Coast Guard.
• 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 Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners.
• Provide accurate pipeline forecasts and contribute to Federal growth strategy.

Skills

Federal sales experience

Cybersecurity knowledge

DoD/IC relationships

Contract vehicle knowledge

Communication & relationship-building

Job description

OPSWAT in Arlington, VA is seeking a Federal Sales Account Executive to drive growth across DoD, IC, and civilian agencies. You will build and manage strategic relationships, win contracts, and expand OPSWAT’s presence in critical infrastructure protection and zero-trust solutions.

The role partners with capture managers, channel partners, and technical experts to shape winning proposals, forecast pipelines, and deliver measurable federal wins while advancing national security through