Federal Account Manager

Summary

Join HashiCorp as a Federal Account Manager and drive sales within Civilian agencies already using HashiCorp enterprise products. This outside sales role focuses on expanding HashiCorp's presence by managing the sales cycle, from prospecting and value alignment to closing deals. You will engage with existing users, manage complex sales campaigns, and align solutions with customer needs. Success in this role requires outbound engagement, cross-functional collaboration, and accurate forecasting. The ideal candidate possesses experience in open-source software, cloud environments, and government customers, along with a proven track record of exceeding sales goals.

Requirements

• Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks
• At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their environments
• Track record in organically growing and closing revenue within the Civilian sector
• Track record of managing your Renewals to maintain and build on your book of business
• Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice
• Creation and execution of quarterly and annual business plans
• Great executive presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team
• History of accurate forecasting and business reporting
• Experience with Salesforce is required

Responsibilities

• Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)
• Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
• Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain
• Manage complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
• Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements
• Execute solution and value selling to new prospects
• Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments
• Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts
• Maintain and accurately forecast business on a weekly, monthly and quarterly cadence
• Accurately qualifying opportunities based on detailed MEDDPICC criteria
• Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes
• Read, listen, understand and/or follow instructions or recommendations set by these teams and company management

Benefits

• #LI-Remote
• The base pay range for this role is: $127,500 — $150,000 USD
• The OTE pay range for this role is: $255,000 — $300,000 USD