Public Sector Account Executive - Civilian

Chainguard; Richmond (VA); On-site; USD 320,000 - 380,000; Full time

Benefits offered by this job

Remote-first culture

Stock options

100% health insurance

Flexible time off

Parental leave

Job summary

Chainguard is seeking a Federal Health Account Executive to own the full sales cycle with federal customers, from pipeline to close. You will collaborate with sales leadership, SE, marketing, and customer success to drive adoption of Chainguard’s secure software solutions.

Ideal candidates bring deep experience selling to federal healthcare and related agencies, with a proven pipeline build and consistent revenue closure.

Qualifications

• 8-10+ years selling complex technical products into federal organizations.
• 5+ years closing experience in SaaS/Security/DevOps required.
• 5+ years’ experience covering Federal Healthcare, HHS, VA and DHA.
• Track record of building pipeline and consistently closing revenue.
• Experience with disciplined sales processes (MEDDPICC).
• Ability to identify customer pain and sell based on measurable business value.
• Experience navigating multi-stakeholder buying cycles from technical teams to executives.
• Strong deal management and forecast discipline across complex opportunities.
• Excellent communication, relationship-building, and negotiation skills.
• Comfortable operating in fast-growing environments with evolving processes.

Responsibilities

• Own the full sales cycle from prospecting through close.
• Build and manage pipeline within a defined set of federal accounts.
• Lead discovery, qualification, and deal strategy using MEDDPICC.
• Communicate Chainguard’s value to technical stakeholders, security leaders, and executive buyers.
• Partner with Sales Engineering, Public Sector Partner Team, and Customer Engineering to support evaluations and technical validation.
• Manage complex Federal sales cycles including procurement, security reviews, and negotiations.
• Maintain accurate pipeline visibility and forecasting.
• Consistently meet or exceed revenue and pipeline targets.

Skills

Federal Health

Pipeline development

MEDDPICC

Stakeholder management

Negotiation

Forecasting

Technical communication

Job description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

The Role, In a Nutshell

Chainguard is looking for a Federal Health Account Executive to help expand our presence within large organizations. In this role, you’ll own the full sales cycle with federal customers—from building pipeline through closing complex deals.

Successful candidates are disciplined in their sales process, strong at developing pipeline, and comfortable navigating complex federal buying environments. You’ll work closely with sales leadership, sales engineering, marketing, and customer success to help organizations adopt Chainguard’s solutions and improve how they build and secure software.

What You'll Do

• Own the full sales cycle from prospecting through close
• Build and manage pipeline within a defined set of federal accounts
• Lead discovery, qualification, and deal strategy using frameworks such as MEDDPICC
• Communicate Chainguard’s value to technical stakeholders, security leaders, and executive buyers
• Partner with Sales Engineering, Public Sector Partner Team, and Customer Engineering to support evaluations and technical validation
• Manage complex Federal sales cycles including procurement, security reviews, and negotiations
• Maintain accurate pipeline visibility and forecasting
• Consistently meet or exceed revenue and pipeline targets

What We're Looking For

• 8-10+ YOE selling complex technical products into federal organizations
• 5+ years of closing experience in the SaaS/Security/DevOps industry required
• 5+ years’ experience covering Federal Healthcare, HHS, VA and DHA
• A track record of building pipeline and consistently closing revenue
• Comfortable running disciplined sales processes (MEDDPICC or similar)
• Ability to identify customer pain and sell based on measurable business value
• Experience navigating multi-stakeholder buying cycles from technical teams to executives
• Strong deal management and forecast discipline across complex opportunities
• Excellent communication, relationship-building, and negotiation skills
• Comfortable operating in fast-growing environments with evolving processes

Desired Qualifications

• Domain experience with one or more of the following strongly recommended: Compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, jenkins), and overall SDLC.
• Startup experience
• A strong sales aptitude and fundamental understanding of the sales process
• A sound, tech-savvy business acumen and the ability to articulate a compelling value proposition in a complex and evolving business environment
• Ability to thrive in an agile environment with an ever-evolving set of solution

Bonus Points

• Startup experience
• Domain experience with one or more of the following: Compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, Jenkins) and overall SDLC.

$350,000 OTE (50/50)

Compensation:

Compensation: $350,000 OTE (50/50)

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.

A Few Of The Benefits We Offer

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard's Global Candidate Privacy Notice.

©2026 Chainguard. All Rights Reserved.