Public Sector Account Executive - Civilian

Chainguard; United States; Remote; USD 140,000 - 210,000; Full time

Job summary

Chainguard is seeking a Federal Health Account Executive to drive the full sales cycle with federal customers. You will build pipeline, qualify opportunities, and close complex deals while collaborating with sales engineering, marketing, and customer success to promote Chainguard’s secure software solutions.

The role requires advancing opportunities through procurement, security reviews, and multi-stakeholder negotiations, with a focus on Federal Healthcare, HHS, VA and DHA markets.

Qualifications

• 8–10+ years of experience selling complex technical products into federal organizations.
• 5+ years closing deals in SaaS/Security/DevOps.
• 5+ years covering Federal Healthcare, HHS, VA and DHA.
• Track record of building pipeline and consistently closing revenue.
• Disciplined in sales processes (MEDDPICC or similar).
• Experience navigating multi-stakeholder buying cycles from technical teams to executives.

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.

Skills

Federal healthcare sales

Pipeline development

MEDDPICC

Stakeholder management

Negotiation

Complex sales

Tools

Kubernetes

Docker

AWS

Azure

Google Cloud

CI/CD tools

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 so