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Native Security is seeking a Founding Federal Account Executive to build and own the company's federal sales motion from the ground up. You will generate pipeline and close strategic deals across U.S. federal agencies, including DoD, the Intelligence Community, and civilian departments. This is a high-ownership role for someone who thrives in ambiguity and understands federal procurement complexities.
As the first GTM hire dedicated to public sector, you will serve as Native's primary representative to federal customers, prospects, systems integrators, and channel partners. You'll work directly with leadership, product, and technical teams to shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and develop a repeatable federal sales playbook.
Key responsibilities include running full-cycle federal sales (prospecting, capture, discovery, technical evaluation, teaming, negotiation, close), coordinating with primes and integrators, navigating federal fiscal calendars and buying cycles, and leveraging AI and modern sales tools for account prioritization and engagement.
Required qualifications: 7+ years selling B2B cybersecurity or cloud security solutions, with 4+ years focused on U.S. federal market (DoD, IC, civilian agencies). Demonstrated success closing six- and seven-figure federal deals at early-stage or high-growth startups. Deep knowledge of federal procurement vehicles (GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs, BPAs). Established relationships with federal CISOs, CIOs, program managers, and key channel partners. Strong understanding of federal compliance frameworks (FedRAMP, DoD IL levels, FISMA, NIST standards, CMMC, StateRAMP). Experience navigating federal fiscal calendars and forecasting accurately. Track record operating independently in high-ambiguity environments. Excellent communication skills translating technical value to mission and security leaders. Active or eligible U.S. security clearance (Secret, TS, TS/SCI) is a strong plus. U.S. citizenship required.
Native offers competitive compensation with meaningful early-stage equity, direct influence on federal product direction and strategy, collaboration with experienced founders and security experts, and autonomy to build the federal business from zero.
