Sales Representative - US Federal

Arqit is a global pioneer in quantum-safe encryption: we provide a proven defence against both current cyber dangers and impending quantum threats. Our nearly 110 staff worldwide describe Arqit as succeeding in providing a positive and inclusive working environment, where staff feel that managers care about the success and well-being of their teams, and individuals feel valued as employees.

We have a new opportunity for a quota-carrying Sales Representative to own direct federal sales, with primary focus on the Department of War and secondary attention to civilian agencies as the pipeline matures. This is a closing role, not a business development or capture role — you'll work qualified opportunities through signed award, in close coordination with the Defense & National Security BD lead and Solution Architecture.

The role is based in attractive offices in Arlington, VA, with a hybrid working model.

Given Arqit's early-stage footprint in DoW, the ideal candidate brings a running start: established relationships across both the government side (program offices, PEOs, contracting officers) and the contractor base that surrounds them (primes, systems integrators, resellers) who often shape how these deals actually get done.

• Own the full sales cycle for named DoW (and select civilian) accounts — qualification through pricing, contracting, and close — applying a structured methodology (e.g., MEDDPICC, BANT) to keep the pipeline honest and forecasts defensible.
• Build and work relationships on both sides of the table:
  DoW program offices and contracting staff, and the prime/SI/reseller ecosystem that carries much of the federal cybersecurity business today.
• Run your territory like an operator — using CRM (Salesforce), AI-assisted tools, and disciplined note-taking to keep account intelligence, next steps, and forecast accuracy current rather than reconstructed after the fact.
• Work federal contract vehicles (GWAC, CIO-SP4, SEWP, agency IDIQs) within FAR/DFARS constraints, and loop in SI/prime partners where a teaming structure is the realistic path to award.
• Bring a point of view back to the team on what's working and what isn't — this is a small, early-stage commercial org, and account intelligence should flow both ways rather than sit with one rep.
• Stay ahead of the policy and market shifts that drive urgency for this category (CNSA 2.0 timelines, NSM-10, EO 14412, DoW PQC Strategy, relevant NDAA provisions) and translate them into account-specific reasons to act now, not generic talking points.

• Significant direct sales experience to the US Federal Government, with meaningful depth in Department of War / DoD accounts specifically.
• Proven success in selling cybersecurity, with a consistent track record of attaining or exceeding quota in complex, multi-stakeholder cycles.
• An existing network spanning both government stakeholders and the federal contractor base — the kind of relationships that get a first meeting scheduled without starting cold.
• Fluency with a structured sales qualification framework (MEDDPICC, BANT, or equivalent) and disciplined CRM hygiene — Salesforce experience strongly preferred.
• Comfort operating in a startup-like environment: figuring things out with limited playbook, adjusting approach based on what the market tells you, and pitching ideas rather than waiting for direction.
• Ability to work in the U.S. without restriction

Nice to have, but not essential:

• Genuine curiosity about emerging technology — this role sells at the leading edge of cryptography and network security, and candidates who track the space independently (not just react to it) tend to out-perform here.
• Experience selling through channel partners: co-sell motions, teaming agreements, and managing partner-sourced alongside direct-sourced pipeline.
• Direct exposure to post-quantum cryptography, key management, PKI, HSM, or zero trust categories.
• Familiarity with CMMC or NIST PQC standardization sufficient to speak credibly to compliance-driven buyers.