Enterprise Account Executive - Federal

About Delinea:
Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary

This remote position requires a motivated self-starter who will be responsible for all net new sales into the Intelligence Community agency accounts. Because the work happens where the mission happens, this role requires an active TS/SCI clearance with a CI or full-scope polygraph.

Based in a specific geographic area, the candidate may be required to travel approximately 30-40% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews.

With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

What You'll Do:

• Create and personalize a territory plan for the assigned territory and agencies, built around the federal fiscal year and appropriations cycles.

• Prospect to and create contacts across assigned agencies, their components, and program offices and effectively communicate back to Delinea leadership what is needed to continue to support this community.

• Proactively pursue existing leads who have expressed interest in our technology.

• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.

• Consistently meet/exceed sales targets.

• Maintain an accurate forecast of sales pipeline, commit and best case.

• Cultivate and manage relationships with federal resellers, distributors, and systems integrators, and transact through GSA MAS, SEWP, and agency-specific contract vehicles.

• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.

• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

What You'll Bring:

• 5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies.

• This role requires an active TS/SCI clearance with a CI or full-scope polygraph.

• Bachelor’s degree from an accredited university preferred or equivalent work experience.

• Working knowledge of federal procurement processes for these agencies that include but are not limited to contract vehicles, FedRAMP authorization levels, ATO timelines, and the federal zero-trust mandate under OMB M-22-09.

• Experience cultivating and controlling complex sales cycles with multiple stakeholders within the agencies.

• Track record of success in identifying, cultivating and closing six figure+ transactions.

• Ability to conduct both executive level presentations and high-level technical presentations.

• Excellent written and oral communication and presentation skills.

• Demonstrated ability to build and land a differentiated value proposition.

Bonus if you have:

• An established book of business within Intelligence Community and/or FSI community

• Experience selling cybersecurity solutions to Intelligence agencies

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.