Account Executive, Federal (Civilian)

About the role

Led by a Vice President of Sales who lives in Virginia, the Federal Sales team is responsible for driving business in the U.S. Federal segment. As part of this talented team, you will cover a named list of strategic Federal Civilian accounts, Cabinet Agencies and others. Rapid7 will set you up for success by providing best-in-class sales enablement training tailored to our industry. Along with your manager, this training will teach you how to effectively sell our product portfolio. Our tools include ZoomInfo, 6Sense, LinkedIn Sales Navigator, Gong, and Salesforce to help you remain competitive and uncover new business opportunities. The main goal of our Federal Account Executive is to drive net new sales while managing upsell opportunities within your assigned account deck. In this role, you will partner cross-functionally with internal teams to drive business opportunities from initial prospecting through negotiation to contract close. This is a quota-carrying role and critical to the continued success of Rapid7. In this role, you will: Meet and/or exceed your quota by identifying, qualifying, and closing new business opportunities at Federal prospects while being a collaborative member of the Federal Sales team. Position Rapid7 FedRAMP Moderate IL2 solutions in U.S. Federal Civilian agencies for upsell, cross-sell, and Net New Logo Adoption. Creatively source new prospects through your expansive Civilian domain knowledge and existing trusted prospect relationships, while thoughtfully positioning Rapid7's offerings to suit their needs. Serve as a trusted advisor, market evangelist, and industry expert, communicating Rapid7's solution value and differentiation across Civilian accounts. Stay current on competitor offerings and be able to identify their strengths and vulnerabilities. Turn client feedback into actionable strategies to drive new business and address competitive risks. Influence client decisions and advocate for client needs to negotiate solutions. Work closely and communicate effectively with various cross-functional teams, including Sales Engineering, Sales Operations, Product Management, Product Engineering and Customer Success to ensure seamless implementation and effective ongoing customer adoption. Accurately enter, update, and maintain daily activity, forecast, and opportunity information in Salesforce. Meet and exceed monthly pipeline targets and progress pipeline through to highly qualified sales stages to ensure business outcomes. Partner with Rapid7 Distribution & Channel partners to create WIN-WIN outcomes and drive channel contribution as the primary pipeline contribution. Partner with Rapid7 Public Sector Sales Engineering teams to gain technical win and influence customer confidence in Rapid7 solutions. Partner with Rapid7 leadership at multiple levels to ensure resource dependencies are aligned to meeting business objectives. The skills you'll bring include: 10+ years of closing experience selling enterprise software to executives in the Federal Civilian domain. 5+ years working within cybersecurity software sales. U.S. citizenship required; Active security clearance is strongly preferred. Eligibility for a secret clearance or an active secret clearance is required. A track record of Quota and Presidents Club attainment, selling both new and existing products and product portfolios. Ability to drive consensus between multiple buyers within each assigned account and develop champions to target the Economic Buyer - i.e. get "high and wide". Understand customer selection criteria for budgeted and unbudgeted needs. Capacity to learn, absorb, and adapt quickly to ever-changing business priorities. Ability to have strategic, business-oriented conversations at the VP and CISO level. Able to convey technical differentiators and link those differentiators to mission/business value. Command of the forecast and sales process - reliably knows where they are in the sales process and whether/when to move the opportunity into best case or commit for the quarter. Critical thinking in a variety of situations, demonstrating drive, initiative, energy, and a sense of urgency in acquiring and serving clients. Ability to travel up to 35% to client meetings as needed. We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role