Location: Remote (Washington, DC Metro area preferred)
About the RoleAs a Federal Account Executive – DoD/DoW, you will serve as the primary territory owner and revenue driver for a defined portfolio of U.S. Federal DoD/DoW agencies. This is a hunter-first role designed for a self-motivated, quota-driven sales professional who thrives on building new relationships, identifying unmet needs, and closing complex enterprise deals. You will operate at the intersection of mobile security, government compliance, and digital transformation—helping DoD/DoW agencies modernize their mobile security posture with Zimperium’s industry-leading platform.
You will work in close collaboration with Business Development Representatives (BDRs), Solution Engineers, Channel Partners, Marketing, and other internal stakeholders to deliver exceptional customer outcomes and drive scalable, repeatable business growth across your territory.
Key Responsibilities- Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal DoD/DoW accounts.
- Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement.
- Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy.
- Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base.
- Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution.
- Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points.
- Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI.
- Leverage deep knowledge of the Federal DoD/DoW market—including agency structures, procurement vehicles (GSA, GWACs, OTAs, ESI, ELAs, BPAs), budget cycles, and compliance mandates such as FISMA, FedRAMP, CDM, and EO 14028—to position solutions strategically.
- Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable outcomes aligned to their mission objectives.
- Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression.
Cross-Functional Collaboration
- Partner with BDRs to develop targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development.
- Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals.
- Work closely with Channel and Alliance Partners to co-sell, co-market, and expand Zimperium’s reach within the Federal DoD/DoW ecosystem.
- Coordinate with Marketing to execute demand generation campaigns, account-based marketing (ABM) programs, and event participation strategies aligned to territory goals.
- Provide structured feedback to Product Management and Leadership regarding competitive dynamics, customer requirements, and market trends to inform Zimperium’s roadmap and positioning.
Market Intelligence & Competitive Positioning
- Maintain a current and sophisticated understanding of the mobile security landscape, including industry trends, emerging threat vectors, regulatory developments, and the competitive solution ecosystem.
- Actively monitor competitor activities, pricing models, and messaging to develop winning counter-strategies and competitive displacement campaigns.
- Help position Zimperium’s platform as a differentiated, mission-enabling solution by connecting agency-specific use cases to Zimperium’s unique AI-driven, on-device protection capabilities.
- Represent Zimperium at Federal-focused industry events, conferences, and partner forums to build brand awareness and expand the company’s influence in the DoD/DoW sector.
Sales Process Excellence & Technology Utilization
- Rigorously document all sales activities, account intelligence, pipeline data, and customer interactions in Salesforce CRM to ensure full transparency and forecast integrity.
- Leverage Clari for pipeline management, deal inspection, and revenue forecasting to provide accurate, data-driven commit calls to sales leadership.
- Utilize sales engagement platforms, intent data tools, and other sales technologies to identify buying signals, prioritize outreach, and improve efficiency across the sales cycle.
- Apply MEDDPICC throughout every active opportunity to qualify rigorously, identify risk early, and accelerate deal velocity.
- Bachelor’s degree or equivalent professional experience.
- 7+ years of enterprise software/technology sales experience within the public sector, with a consistent and verifiable track record of quota achievement and over attainment.
- 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile security, endpoint security, or zero-trust architectures.
- Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or Force Management) to qualify and advance complex, multi-stakeholder opportunities.
- Proven ability to operate as a hunter—comfortable building pipeline from scratch through cold outreach, networking, partner co-selling, and event engagement.
- Deep familiarity with Federal DoD/DoW procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle.
- Proficiency in Salesforce CRM for pipeline management, forecasting, and activity documentation.
- Experience with Clari or comparable revenue intelligence platforms for deal inspection and commit forecasting.
Exceptional executive communication, active listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level. - Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities.
- Active security clearance (Secret or higher) or prior clearance eligibility is a strong advantage.
- Experience selling SaaS or subscription-based security platforms into large Federal DoD/DoW agencies (e.g., DISA, US Cyber Command, MILDEPs, COCOMs, Etc.).
- Established relationships with Federal DoD/DoW IT/security decision-makers, CISOs, and procurement officials.
- Experience with Account-Based Marketing (ABM) principles and working collaboratively with marketing to execute targeted agency campaigns.
- Working knowledge of additional sales engagement and intelligence tools such as Outreach, ZoomInfo, or LinkedIn Sales Navigator.
- 30 Days: You have a thorough understanding of Zimperium’s platform, value proposition, and competitive landscape. You’ve completed onboarding, established relationships with your BDR and SE partners, and begun mapping your territory.
- 60 Days: You have a fully built territory plan, initial pipeline developed, and first customer conversations underway. You are fluent in MEDDPICC process within Zimperium’s sales cycle.
- 90 Days: You have a healthy, MEDDPICC-qualified pipeline representing 4–6x quota coverage, at least one active proof-of-concept or advanced opportunity, and a clear view of your path to quota attainment.
- Year One: You have met or exceeded your annual quota, expanded at least two existing accounts, built a reputation as a trusted advisor in your territory, and are on track for accelerator-level commission earnings.
- Market Leadership: We are the recognized global leader in mobile threat defense, with the only platform that delivers real-time, on-device protection at scale.
- Mission-Critical Work: The Federal agencies you’ll serve protect critical infrastructure, national security, and the American public—your work matters.
- Uncapped Earning Potential: Competitive base salary with an aggressive, uncapped commission plan and accelerators designed to reward overperformance.
- Cutting-Edge Technology: Sell a platform backed by world-class AI and mobile security research that genuinely outperforms the competition.
- Inclusive Culture: A collaborative environment built on the principle that different perspectives drive better solutions and stronger outcomes.
Skills Required
- Bachelor's degree or equivalent professional experience
- 7+ years of enterprise software/technology sales experience within the public sector
- 3+ years selling cybersecurity solutions
- Proficiency in Salesforce CRM
- Ability to travel 50%+ of the time
What We Do
Zimperium provides the only mobile security platform purpose-built for enterprise environments. With machine learning-based protection and a single platform that secures everything from applications to endpoints, Zimperium's solution provides on-device mobile threat defense to protect growing and evolving mobile environments. Our solutions include zIPS which runs locally on any mobile device and detects cyberattacks without a connection to the cloud and our first-of-its-kind Mobile Application Protection Suite (MAPS), a comprehensive solution that helps organizations protect their mobile apps throughout their entire life cycle. Zimperium’s MAPS is comprised of four solutions that help enterprises to build secure and compliant mobile applications. It is the only unified solution that combines comprehensive in-app protection with centralized threat visibility. zScan: Helps your mobile app development organization to discover and fix compliance, privacy, and security issues within the development process before you publicly release your apps; zKeyBox: Protects your secrets and keys so they cannot be discovered, extracted, or manipulated. zShield: Protects the source code, intellectual property (IP), and data from potential attacks like reverse engineering and code tampering. zDefend: Is an SDK embedded in apps to help detect and defend against device, network, phishing, and malware attacks. Zimperium was the first MTD provider to be granted an Authority to Operate (ATO) status from the Federal Risk and Authorization Management Program (FedRAMP). Headquartered in Dallas, TX, Zimperium is backed by Liberty Strategic Capital and SoftBank.
