Sr Federal Sales AE

Hypori Inc, a leading provider of SaaS cybersecurity solutions, is a disruptive technology company transforming secure mobility for government and commercial customers. Hypori’s secure virtual workspace enables users to access critical data and apps from any mobile device without compromising user privacy. Learn more at https://hypori.com.

Overview: 

As the Senior Federal Account Executive, you will play a pivotal role in driving revenue growth by selling our technology solutions to the Department of Defense and other federal agencies. You will work in a "land and expand" model, identifying new opportunities, establishing relationships, and expanding existing accounts. This is a field-based role, with significant time spent meeting with prospects and customers, building relationships, and understanding their unique challenges and needs. 

Responsibilities: 

• Develop and execute a strategic sales plan focused on the Department of Defense and other federal customers. 

• Identify and pursue new business opportunities within target agencies, focusing on initial “land” sales with a long-term plan to expand within the account. 

• Work closely with internal stakeholders to develop tailored solutions that meet the unique requirements of federal customers. 

• Meet with key decision-makers and influencers in the field to understand their needs and challenges, positioning our products as the best solutions. 

• Develop and maintain strong, long-term relationships with customers, focusing on trust and value-driven partnerships. 

• Lead presentations, demonstrations, and negotiations to win new business. 

• Implement a “land and expand” approach, securing initial deals and consistently growing the account by identifying opportunities for upselling and cross-selling. 

• Understand the procurement process, funding cycles, and acquisition strategies within the Department of Defense to effectively position our solutions for growth. 

• Actively collaborate with customer success and support teams to ensure smooth onboarding and expansion of services within existing accounts. 

• Manage a sales pipeline with a focus on achieving and exceeding quarterly and annual targets. 

• Leverage CRM tools (e.g., Salesforce) to track customer interactions, sales progress, and pipeline status. 

• Provide regular forecasts and insights to the leadership team, identifying risks and opportunities within the territory. 

• Partner closely with marketing, product, and engineering teams to ensure alignment on go-to-market strategies and customer needs. 

• Provide customer feedback to the product team to influence future product development and ensure offerings meet the demands of the DoD market. 

• Collaborate with contracts and legal teams to ensure all sales are compliant with federal regulations and acquisition standards. 

Qualifications: 

• Bachelor’s degree in Business, Government Relations, or a related field; advanced degree or military background is a plus. 

• 7+ years of proven experience in federal sales, with a strong focus on the Department of Defense. 

• Demonstrated success in a "land and expand" sales model, particularly within complex, long sales cycles. 

• Deep understanding of the federal procurement process, including contracting vehicles, budgeting cycles, and compliance requirements. 

• Existing network within the Department of Defense and federal government sectors. 

• Excellent communication and negotiation skills, with the ability to present to senior-level decision-makers. 

• Strong organizational skills and the ability to manage multiple accounts and priorities simultaneously. 

• Experience with CRM tools (e.g., Salesforce) and familiarity with government contracting platforms.