Federal Account Executive

There are 2 actors on a network, people and machines. Just as usernames and passwords are used by people to access machines, machine identities are used by machines to identify and access each other. Venafi is the inventor of the technology that manages and protects machine identities, the most important security initiative in our Global 5000 customers. We are Warriors!

Are you passionate about making a positive impact and protecting the world from cybercriminals? If so, you may be a natural Venafi Warrior!

How you’ll be protecting the world:

As an Public Sector Account Executive at Venafi, you’ll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world. 

You will manage sales activities for potential and existing customers within the US Public Sector including Federal, SLED and FSIs. Venafi Public Sector Account Executives wield proven expertise in building relationships at the C-Level and technical teams. They are versed in selling complex solutions to large, complicated customer environments.

Venafi Public Sector Account Executives work with Sales Development, Solution Architecture and Customer Success/Experience teams as equal partners in the quest to land new customers and expand existing ones.

Key Result Areas:

• Drive expansion and adoption of Venafi’s software and services

• Execute sales cycles following the Venafi Playbook and Command of the Message

• Prospect, manage the sales cycle, and close significant deals with US government agencies, defense contractors, and national security entities

• Drive and manage renewals and new Annual Recurring Revenue (ARR) in a list of existing Federal accounts directly and through Venafi channel partners

• Drive adoption of Subscription enterprise agreements to ensure long term relationships and maximum contract value

• Close net new customers

• Win against the competition selling the value of Venafi’s platform

• Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Management projects

• Build relationships with executive decision makers

• Build trust and credibility at multiple levels in existing and target named accounts

• Guide new prospects in existing accounts through a methodical sales process (following Venafi Playbook) to facilitate decisions

• Ensure customer success with Venafi solutions

• Maintain accurate Salesforce CRM information

• Collaborate with other team members in Venafi’s Federal Sales, Support, and Services teams to foster a strong sense of community and information sharing

• Collaborate with the Client Services team for pre- and post-sales activities tailored to the unique requirements of the defense and government sectors

• Travel, as required, with a focus on visiting government facilities and attending defense industry events (approximately 30%)

• Drive customer satisfaction and anticipate issues, risks – understanding strategy of the customer and align Venafi account strategy to it – animate Venafi user community inside the account

• Ability to set and sell value

The ideal Venafi Warrior will be armed with:

• 10+ years of proven experience selling enterprise software solutions to US government, military, national security, or intelligence community customers

• Demonstrated expertise of Federal and DoD Public Key Infrastructure policy and deployment.

• Security Clearance: Must hold at least a SECRET security clearance. TOP SECRET/SCI clearance is preferred

• Familiarity with the procurement processes of US government and Defense/Intel agencies

• BA or BS degree; advanced degrees in relevant fields are a plus

• Proven ability to prospect, build relationships, and close new business within the defense and government sectors

• A consultative, value-based sales methodology tailored to government procurement processes (formal training a plus)

• Demonstrated history of landing & expanding business contracts within the government and defense sectors

• Experience providing customer-facing sales presentations tailored to government and defense stakeholders

• Proven track record of closing significant deals within the public sector.

• Successful history of consistently exceeding all monthly, quarterly, and annual revenue quotas

• Proven ability to thrive in a high growth, startup environment, while navigating the complexities of the defense and government sectors

• Entrepreneurial, ambitious, and passionate about national security and defense solutions

• Experience leveraging Partners to build business

• Demonstrated ability to communicate value of enterprise software solutions to government entities

• Effectiveness in building relationships within client and prospect agencies at the CXO and technical level

• Demonstrated ability to adapt and evolve and onboard new ideas

• Strong desire for salesforce data integrity to drive personal and company forecasting

• Must hold at least a SECRET security clearance. TOP SECRET/SCI clearance is preferred

What sets you apart?

• Deep understanding of government and DoD initiatives towards deployment of cloud native and SaaS technologies and alignment to FedRAMP/DoD Cloud authorization processes

• Knowledge of government software supply chain security requirements

• Strong history of success with Energy, Treasury, HHS, DoD/DISA, State, and Intelligence agencies

• Demonstrated commitment to continued learning and self-improvement

• Understanding of the value that will be realized by solutions that solve the problem of managing machine identities

• Exhibits high energy, competitiveness, leaning forward, aggressive with goals/numbers, over-achiever, go-getter, desire to win

While you are busy protecting the world, we’ve got you covered!

In addition to fostering a virtual first collaborative environment, Venafi offers a benefits package that is in the top 10%. Venafi pays 90% of the monthly premium for medical insurance and 100% of the monthly premium for dental, vision, life insurance, short and long-term disability, and accident insurance for both team members and their families. We offer an open time off policy and observe 12 holidays each year. We also offer a 401(k) with company matching, company HSA contribution, 2x salary employer-paid life insurance, parental leave, pet insurance, fertility, adoption and surrogacy benefits! 

More About Venafi:

Venafi is the undisputed leader in Machine Identity Management. Why? Because we created the category and are light years ahead of anyone that would consider competing! Gartner has recognized Venafi as number one in our space and as it turns out, one is NOT the loneliest number!

Venafi is the inventor of the technology that secures and protects machine identities. The Venafi platform provides visibility, intelligence, and automation for SSL/TLS, IoT, mobile, cloud native, Kubernetes, and SSH machine identity types. Many of the largest organizations in the world use Venafi.

Billions of dollars have been spent protecting usernames and passwords and almost nothing managing machine identities—organizations are just now realizing that managing and protecting machine identities is as important as managing usernames and passwords. The bad guys know this and are using stolen or forged machine identities in their cyberattacks. In fact, Gartner says 50% of network attacks will use machine identities.

Come help us protect the world!

#LI-Remote

#LI-HA

The anticipated pay range for this position is $157,000 to $185,000. This is a general estimate for informational purposes only. The actual salary offered will be determined based on the candidate’s relevant qualifications, experience, and skills.  

*Upon review of the candidates and based on the objective factors listed above, this position may be filled at a higher or lower tier.