Account Executive - Federal

Axonius Federal Systems LLC (AFS) gives federal agencies the confidence to control complexity by mitigating threats, navigating risk, automating response actions, and complying with federal cybersecurity regulations and guidelines such as Zero Trust, NIST Cybersecurity Framework, CDM, FISMA, and BOD 23-01. Headquartered in the DC-metro area with employees across the country, Axonius Federal has an installed customer base spanning the civilian sector and every branch of the DoD.

Axonius has been recognized with the Great Place to Work Certification and was named to Dun s Best Start Up Companies to Work for Over 100 Employees. For two years in a row, Axonius was on the Deloitte Technology Fast 500 list as well as included on Inc. magazine's 2022 Best Workplaces list.

For more on how AFS supports the mission of the U.S. government to improve national security, visit https://www.axonius.com/axonius-federal.

About The Role

We re looking for a seasoned Account Executive to expand our Federal Civilian base. This individual knows how to maximize their resources from business development to the partner community to technical execution in order to identify and win major opportunities. You ll be responsible for developing and executing a comprehensive territory strategy, leveraging years of expertise and a demonstrated ability to overachieve sales objectives. This critical role will make a tremendous impact on our organization s growth plan.

We are passionate, fast-moving and deeply committed to the mission of making Axonius the single system of record for the digital infrastructure across the federal government. In this role, you ll be expected to participate in a team environment of like-minded individuals while executing your territory strategy and making independent decisions. You ll need to be comfortable working in a dynamic environment where we constantly learn and challenge ourselves by pushing the boundaries of new ways to serve our customers. Candidates should have a deep understanding of the territory, government fiscal challenges and procurement processes. The Account Executive will view every challenge as an opportunity and present solutions to problems. Ability to bridge the customer s information gap by understanding current processes and explaining positive outcomes through adoption of the Axonius platform.

The Account Executive will:

• Work in a fast-paced, late stage start-up environment

• Engage key stakeholders across IT, Security, Threat, Risk, Operations and Vulnerability Management in addition to effectively conversing with C-Suite individuals on business value and successful outcomes

• Identify qualified opportunities and build a diverse sales pipeline of opportunities

• Leverage existing contacts across agencies, resellers, integrators and other OEM partners

• Work with AFS engineering and technical resources to present the Axonius platform in demos and proof of concepts (POCs)

• Build and manage a 4x opportunity pipeline for the territory

• Drive consistent deal progression to closure

• Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management

• Identify key stakeholders and understand their business needs and be able to articulate how Axonius can solve problems for these stakeholders

• Assess, understand and effectively command the conversation against competitive tool

• Deep understanding of the territory, government fiscal challenges and procurement processes

• Viewing every challenge as an opportunity and presenting solutions to the problem
• Ability to bridge the customer s information gap by understanding current processes and explaining positive outcomes through adoption of the Axonius platform
  
  

Minimum Qualifications:

• Bachelor s degree or equivalent experience
• 10+ years of relevant experience selling cybersecurity software solutions into the federal government
• Ability to operate in a fast-paced environment. This will involve a deep understanding of our platform and how it solves critical use cases for our federal customers
  

• Proven ability to demonstrate a true blend of relationship building with Channel VARs and hunter mentality for direct sales is a must

• Ability to travel as needed
  

Preferred Qualifications:

• Conceptual understanding of OT network environments

• Experience with the use of Salesforce, Gmail, MS Office, Slack and Web Conferencing products

• Meticulous attention to detail and strong follow-up skills

• Strong understanding of the pursuit and acquisition of cybersecurity business

• Ability to work creatively and independently, with minimal supervision

• Strong ability to qualify opportunities

• Ability to communicate both business and technical level concepts to different core audiences

• Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies
• Ability to work in a collaborative manner and communicate with transparency
• Ability to work strategically, drive deals forward, and thrive in a complex environment

• Excellent written, verbal and presentation skills

A little more about Axonius / AFS:

• Remote-first culture. We have offices in New York, Tel Aviv, Austin, So Paulo, and Washington DC, but the majority of our employees are working from home across the US and Internationally.

• Great people. Our people aren t just great professionals, they are great people. We are all here to support each other, ready to help and do what s best for the entire company.

• A focus on career growth. We love seeing our people grow into new roles and work hard to ensure everyone sees and can realize a long-term career path here at Axonius. We offer ongoing growth opportunities, including mentorship programs, a learning and development stipend, and company-wide courses.

• Next level benefits. 100% coverage of 3 different tiers of employee healthcare premiums. Dental, vision, and 401k match.

• Top-notch family leave options. 17 weeks of parental leave for primary caregivers and 8 weeks for secondary caregivers. Additional time off for important life events like marriage, birth of a grandchild, and more!

• We give back. Corporate social responsibility partnerships, employee giving opportunities, and volunteer time off.

• Competitive compensation. Market rate salaries, bonuses, or commissions. Stock options for all full time employees with equity refresh opportunities.

• DEI focused. Highly supported Employee Resource Groups (ERG). Executive-level diversity and inclusion goals. Training, events, and mentorship options.

Axonius is committed to fair and equitable compensation packages. A candidate s salary will be based on qualifications and relevant experience. In addition to competitive On Target Earnings, our packages include stock options and attractive benefits.

At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.

By submitting your application to us, you acknowledge that your personal data will be processed in accordance with our Global Job Candidate Privacy Notice.

Axonius Federal Systems participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. For more information on E-Verify, or if you believe that your employer has violated its E-Verify responsibilities, please contact DHS: 888-897-7781 dhs.gov/e-verify