Federal Enterprise Account Executive - Puppet

The Federal Enterprise Account Executive will drive new business, expansion, services, and renewal revenue for an enterprise infrastructure automation solution across U.S. federal government accounts. This remote sales role is focused on building strategic relationships with senior government stakeholders and developing opportunities across complex federal organizations. You will own the full enterprise sales cycle, from territory planning and pipeline generation to negotiation, closing, and customer adoption. Working closely with channel partners, systems integrators, and technical teams, you will position solutions that help federal organizations improve infrastructure automation, security, compliance, and operational resilience. The ideal candidate combines deep federal market knowledge, strong technical understanding, and a consistent record of exceeding sales targets.

• 10+ years of experience in federal enterprise software sales, ideally as a Federal Enterprise Account Executive.

• Proven track record of consistently achieving or exceeding enterprise sales quotas.

• Experience selling infrastructure, infrastructure automation, SaaS, Kubernetes, or related enterprise technology solutions to U.S. federal government accounts.

• Strong technical understanding and the ability to communicate complex software solutions to both technical teams and senior executives.

• Established relationships and experience engaging Director-level and C-suite stakeholders within federal organizations.

• In-depth knowledge of the federal government sales environment, including procurement vehicles, systems integrators, channel partners, and other government contracting stakeholders.

• Strong understanding of current federal compliance requirements, including vendor solution standards and contractor implementation requirements.

• Demonstrated ability to create and execute territory plans and long-term account strategies while identifying near-term sales opportunities.

• Experience generating demand for emerging products and selling professional services.

• Proven success managing direct sales while leveraging channel, alliance, and systems integration partners.

• Strong pipeline development, forecasting, negotiation, account management, and closing skills.

• Familiarity with Salesforce and enterprise sales methodologies such as MEDDPICC and Command of the Message.

• Strong communication, relationship-building, and executive presentation skills.

• AI fluency at a skilled-prompter level, including the ability to create effective prompts, refine outputs, and validate AI-generated results against business needs.

• Sound judgment when using AI tools, with an understanding of responsible use and compliance with applicable security and governance policies.

• Ideally based in the Washington, D.C., Northern Virginia, or Maryland region.

• Willingness to travel as required to support customer relationships and business development.