Founding Federal Account Executive

Native; Austin (TX); On-site; USD 220,000 - 360,000; Full time

Benefits offered by this job

Equity

Founding role

Autonomy

Job summary

Native is seeking a Founding Federal Account Executive to build and own the federal sales motion from ground up, generating pipeline and closing strategic deals across DoD, IC, and civilian agencies. You will be the first GTM hire for public sector, serving as the company’s primary representative to federal customers, systems integrators, and channel partners.

This high-ownership role requires navigating federal procurement, shaping pricing and FedRAMP roadmap, and developing a repeatable

Qualifications

• Experience building and scaling a federal sales program from the ground up at an early-stage startup.
• 7+ years of experience selling B2B cybersecurity or cloud security solutions, with at least 4+ years focused on the U.S. federal market.
• Proven success closing six- and seven-figure deals with federal agencies.
• Deep working knowledge of federal procurement and contract vehicles (GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs).

Responsibilities

• Build and own Native's federal sales motion from the ground up, generating pipeline and closing strategic deals across U.S. federal agencies.
• You'll be the first GTM hire dedicated to the public sector and the primary representative to federal customers, partners, and channel partners.
• You'll shape pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook.
• Run full-cycle federal sales: prospecting, capture, discovery, technical evaluation, negotiation, and close; coordinate with primes and resellers.
• Forecast within the federal fiscal calendar and navigate end-of-year buying cycles with money timing awareness.

Skills

Federal sales

B2B cybersecurity sales

Deal closure

Contract vehicle knowledge

Public sector relationships

Tools

AI sales tools

Job description

Native is seeking a Founding Federal Account Executive to build and own the federal sales motion from ground up, generating pipeline and closing strategic deals across DoD, IC, and civilian agencies. You will be the first GTM hire for public sector, serving as the company’s primary representative to federal customers, systems integrators, and channel partners.

This high-ownership role requires navigating federal procurement, shaping pricing and FedRAMP roadmap, and developing a repeatable