Description

We’re growing and looking to hire a Senior Federal Account Executive who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

Claroty’s Public Sector practice is rapidly expanding to secure the mission-critical systems that our society’s safety and stability depend on. We are looking for mission-driven professionals who want to join a high-growth team dedicated to protecting critical infrastructure and ensuring essential services remain resilient and uninterrupted.

About the Role:

The Senior Federal Account Executive drives top-line revenue growth across the Defense Industrial Base (DIB) and select Federal Civilian (FedCiv) agencies. Positioned as a trusted cybersecurity advisor, you will pitch Claroty’s Cyber-Physical Systems (CPS) and Extended IoT (XIoT) protection platforms—including Continuous Threat Detection (CTD) and Claroty xDome—to secure mission-critical operational technology (OT), industrial control systems (ICS), and public sector infrastructure against modern threat vectors.

Location: Washington, D.C. Metropolitan Area / Northern Virginia preferred

As a Federal Account Executive, your impact will be:

• MEDDIC Strategy & Execution: Rigorously apply the MEDDIC framework to qualify, manage, and close complex sales cycles protecting mission-critical operational and physical environments across DIB prime contractors, Tier-1 suppliers, and FedCiv agencies.
• Critical Infrastructure Defense: Position Claroty’s Cyber-Physical Systems protection portfolio to safeguard OT, SCADA, ICS, BMS, and XIoT networks operating within industrial manufacturing, defense supply chains, and civilian infrastructure.
• Strategic FSI Co-Selling: Drive joint capture strategies and embed Claroty platforms into large-scale defense and civilian modernization programs alongside key Federal Systems Integrators, including GDIT, Booz Allen Hamilton, and Deloitte.
• Channel & Distributor Execution: Partner closely with Carahsoft (primary Federal distributor) and key VAR partners—GuidePoint Security, Colossal Contracting, ThunderCat Technology, BlueAlly, and Trace3—to accelerate deal flow and procurement velocity.
• Economic Buyer Engagement: Build and leverage trusted executive relationships (CISOs, CIOs, Leaders of OT/Infrastructure) across key accounts to secure high-value land-and-expand opportunities.
• Compliance Alignment: Align Claroty solutions with critical government and defense mandates, including CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028.
• Proof of Concept (POC) Leadership: Direct Technical Sales Engineering to define strict Decision Criteria and execute metrics-driven POCs in air-gapped or complex OT/IoT environments.

Requirements:

As a Federal Account Executive, your impact will be:

• MEDDIC Strategy & Execution: Rigorously apply the MEDDIC framework to qualify, manage, and close complex sales cycles protecting mission-critical operational and physical environments across DIB prime contractors, Tier-1 suppliers, and FedCiv agencies.
• Critical Infrastructure Defense: Position Claroty’s Cyber-Physical Systems protection portfolio to safeguard OT, SCADA, ICS, BMS, and XIoT networks operating within industrial manufacturing, defense supply chains, and civilian infrastructure.
• Strategic FSI Co-Selling: Drive joint capture strategies and embed Claroty platforms into large-scale defense and civilian modernization programs alongside key Federal Systems Integrators, including GDIT, Booz Allen Hamilton, and Deloitte.
• Channel & Distributor Execution: Partner closely with Carahsoft (primary Federal distributor) and key VAR partners—GuidePoint Security, Colossal Contracting, ThunderCat Technology, BlueAlly, and Trace3—to accelerate deal flow and procurement velocity.
• Economic Buyer Engagement: Build and leverage trusted executive relationships (CISOs, CIOs, Leaders of OT/Infrastructure) across key accounts to secure high-value land-and-expand opportunities.
• Compliance Alignment: Align Claroty solutions with critical government and defense mandates, including CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028.
• Proof of Concept (POC) Leadership: Direct Technical Sales Engineering to define strict Decision Criteria and execute metrics-driven POCs in air-gapped or complex OT/IoT environments.