Federal & Govt Sales Account Executive (Cybersecurity)

WHO ARE WE?

Searchlight Cyber was founded in 2017 with a mission to stop threat actors from acting with impunity. Its External Cyber Risk Management Platform helps organizations to identify and protect themselves from threats emerging from the cybercriminal underground, with Attack Surface Management and Threat Intelligence tools designed to separate the signal from the noise.

It is used by some of the world’s largest enterprises, government and law enforcement agencies, and the Managed Security Service Providers at the forefront of protecting customers from external threats. Find out more at www.slcyber.io.
ABOUT THE POSITION

We are seeking a results-driven, deeply connected Federal & Government Sales Account Executive to lead our growth strategy across U.S. federal civilian agencies, Department of Defense (DoD), Intelligence Community (IC), and state & local government accounts. This is a strategic hunter role designed for a seasoned government sales professional who understands the nuances of federal procurement, has established relationships across key agencies, and is passionate about delivering mission-critical cybersecurity capabilities to those who protect our nation.

You will be responsible for developing and executing a comprehensive federal territory strategy, building a robust pipeline of qualified opportunities, and navigating complex government acquisition processes to drive revenue growth. You will operate with a disciplined MEDDPICC methodology and bring both the strategic relationships and the tactical execution expertise required to succeed in the unique and highly competitive federal cybersecurity marketplace.
WHAT WILL I DO?

- Own and drive the full US Government sales cycle, from account mapping and opportunity identification through contract award and close, across assigned federal civilian, DoD, IC, and/or SLED accounts.

- Develop and execute a strategic federal territory plan that identifies high-priority agencies, maps key stakeholders and buying centers, and builds a sustainable, high-quality pipeline aligned to the federal budget cycle.

- Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution.

- Build and maintain trusted relationships with senior government decision-makers including Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, agency IT and security leadership.

- Navigate federal acquisition vehicles including GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov and sole-source mechanisms to structure and close transactions efficiently.

- Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies.

- Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance.

- Monitor federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and act on emerging opportunities.

- Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM.

- Represent the company at federal industry events, trade shows, and government conferences

- Consistently meet or exceed quarterly and annual revenue targets within the federal/SLEDsectors.

WHAT ARE WE LOOKING FOR?

- 10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies.

- Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role.

- Proven ability to close complex, multi-stakeholder federal contracts with average contract values of $250K or more.

- Familiarity with public sector procurement processes, including experience contributing to or le