FED Account Executive

Location: Northeast (DC/VA strongly preferred); Remote-friendly with travel to federal accounts as needed.

Big Ideas. Real People.

At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.

We’re looking for driven and talented people like you to join our Sales team and our mission to change the future of cloud security. Ready to dive in and swim with our pod? 

HIGHLIGHTS

• High-growth: Over the past seven years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company. 
• PubSec Leadership: Orca's CNAPP platform is FedRAMP Moderate and GovRAMP Authorized, supporting AWS GovCloud, Azure Government, and compliance with NIST 800-53, ISO 27001, and CIS benchmarks—enabling seamless sales into federal and state agencies focused on data exposure, AI risks, and multi-cloud security. Additional deployment options exist for customers who require higher impact levels than Moderate.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence. 
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

ABOUT THE ROLE

• Close new Federal business opportunities in your region independently and cooperatively
• Negotiate and bring customer agreements to closure to exceed booking and revenue quota targets
• Target key decision makers in prospect accounts and channel partners in the assigned territory
• Build and maintain relationships with key decision makers (typically at CISO level) and partners  in the security industry to drive sales strategy and goal attainment
• Collaborate cross-functionally with Channel, Sales Engineering, Marketing, Sales Operations, Product, and Customer Success teams , to drive engagement at both the individual contributor and executive level
• Leverage Orca's CNAPP insights from research (e.g., attack path analysis, data exposure detection) to tailor outreach to federal CISOs, navigating government procurement cycles and addressing policy concerns like NIST compliance and AI security risks.
• Report accurate pipeline and sales stage using Salesforce.com

ABOUT YOU

• 3-5+ years of Cybersecurity Federal enterprise sales experience and understanding of the competitive landscape, including adaptability to innovative CNAPP solutions.
• Executive level contacts in the region and prior sales experience hunting net new accounts
• Repeated top performer in your region with stable record with at least 2+ years in each organization or upward growth within the same
• Excellent communicator both written and verbal (words matter) who can adeptly explain"complicated concepts to a variety of audiences and skill levels
• Familiarity with federal sales processes, including navigating FedRAMP/StateRAMP requirements and selling CNAPP solutions to address public sector concerns like data privacy, vulnerabilities, and neglected assets.
• Proven ability to conduct outreach in regulated environments, using tools like attack path visualization to engage stakeholders on compliance and risk prioritization.
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques. MEDDIC experience a plus.

*Orca Security is an equal opportunity employer. We do not discriminate based on race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.