Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

As Native's Founding Federal Account Executive, you will build and own the federal sales motion from the ground up, generating pipeline and closing strategic deals across U.S. federal agencies. This role involves defining the strategy, processes, and foundations for long-term success, serving as the primary representative to federal customers, prospects, systems integrators, and channel partners. It is a high-ownership role for someone who thrives in ambiguity, understands federal procurement, and can land and expand within agencies.

Responsibilities

Build and own the federal sales motion from the ground up.
Generate pipeline and close strategic deals across U.S. federal agencies.
Define the strategy, processes, and foundations for long-term federal sales success.
Serve as the primary representative to federal customers, prospects, systems integrators, and channel partners.
Shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook.
Turn early agency traction into durable, multi-year relationships.
Prospect, capture, conduct discovery, technical evaluations, team, negotiate, and close deals.
Coordinate with primes, integrators, and resellers.
Navigate the federal fiscal calendar, end-of-year buying cycles, color of money, and continuing resolutions.
Forecast accurately within the federal sales environment.
Operate independently in high-ambiguity environments.
Help define territory, segmentation, and channel strategy.
Translate Native's technical value into outcomes that resonate with mission owners, security leaders, and acquisition stakeholders.
Leverage AI and modern sales tools to prioritize accounts, build capture plans, and engage stakeholders.

Requirements

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.
At least 4+ years focused on the U.S. federal market (DoD, IC, and/or civilian agencies).
Demonstrated success closing six- and seven-figure deals with federal agencies.
Experience at an early-stage or high-growth startup where you helped scale federal revenue.
Deep working knowledge of federal procurement and contract vehicles (GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs, and agency-specific BPAs).
Track record of getting on the right paper to close business.
Established relationships with federal CISOs, CIOs, program managers, contracting officers, and key channel partners.
Strong understanding of federal compliance frameworks relevant to selling cybersecurity software (FedRAMP, DoD IL2/IL4/IL5/IL6, FISMA, NIST 800-53/800-171, CMMC, and StateRAMP).
Comfort running full-cycle federal sales.
Experience navigating the federal fiscal calendar and buying cycles.
Track record operating independently in high-ambiguity environments.
Excellent written and verbal communication skills.
Active or eligible-for U.S. security clearance (Secret, TS, or TS/SCI) is a strong plus.
U.S. citizenship is required.

Skills

Federal Sales
Sales Program Building
Pipeline Generation
Deal Closing
Federal Procurement Navigation
Cybersecurity Sales
Cloud Security Sales
Federal Contract Vehicles
Federal Compliance Frameworks
Full-Cycle Sales
Forecasting
Independent Operation
Territory Strategy
Segmentation Strategy
Channel Strategy
Communication
AI Sales Tools

Location

U.S. Federal Agencies

Work Type

Full-time

Experience Level

7+ years of experience
4+ years focused on the U.S. federal market

Benefits

Competitive compensation
Meaningful early-stage equity
Flexibility
Autonomy

About the Company

Native is a fast-growing cybersecurity startup.