Startup Careers

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Federal Account Executive - Civilian at Venafi
Washington, DC, US

There are 2 actors on a network, people and machines. People use user names and passwords to identify and get access to machines. Machines use keys and certificates to identify and get access each other. Venafi is the inventor of the technology that secures and protects keys the most important assets of Global 5000 companies. We are Warriors!

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


How you’ll be protecting the world:

As a Federal 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.

The Federal Account Executive will manage all sales activities and own an existing and new revenue (ARR) target for a list of targeted, high-priority existing accounts in the Civilian territory. The candidate can be based anywhere within the Washington DC metropolitan area. The position involves managing renewals and driving the expansion and adoption of new and existing Venafi software and services in existing federal accounts. 
A principle goal for this position is selling multiyear enterprise agreements to maintain existing revenue and to reach new revenue (ARR) target. The Federal Account Executive is responsible for ensuring Venafi customers successfully realize the full value of the Venafi software and services. As such, the position requires extensive relationship building activities in the targeted list of federal accounts along with driving business and security cases. To achieve this along with further adoption of Venafi software and services, the Federal Account Executive must have strong skills and experiences educating and building relationships at the C-Level and in selling complex solutions in large and complicated customer environments. Successful execution may at times require the involvement of Venafi channel partners. 
Key Result Areas:

  • Drive top-line sales revenue in a targeted list of existing large Venafi Federal customers directly and through Venafi channel partners
  • Drive adoption of enterprise agreements in the targeted list of federal accounts to ensure long term relationships and maximum contract value with Venafi.  
  • Educate C-Level to get sponsorship.
  • Strong focus on relationship building with executive decision makers.
  • Build trust and credibility at multiple levels in the targeted list of federal accounts
  • Guide prospects through sales process (following Venafi Playbook) to facilitate decisions.
  • Ensure customer success with Venafi solutions.
  • Represent Venafi at local and/or industry events.
  • Maintain accurate CRM information.
  • Collaborate with other team members in Venafi’s Federal Group to foster a strong sense of community and information sharing among targeted federal accounts.
  • Travel as necessary to client locations (approximately 30-60% of time traveling).  

The ideal Warrior will be armed with:

  • Minimum 7 years Civilian enterprise software sales experience.  
  • Proven ability to sell enterprise level software.
  • Proven ability to build and maintain relationships with executive decision makers.
  • Proven ability to sell multiyear multi million dollars enterprise licensing agreements.
  • Proven track record of exceeding software sales revenue targets.
  • Excellent critical thinking & analytical skills a must.
  • Excellent communications and presentations skills a must.
  • Excellent execution skills a must.
  • Strong ability to write and create content in Word, Excel and PowerPoint
  • Proven ability to manage complex sales cycles
  • Experience selling a subscription software model What Sets You Apart
  • Security software sales experience.
  • PKI knowledge or experience.
  • Named, global or large enterprise account management experience.