Federal Account Executive; Cybersecurity, SW Sales Early Stage​/Startup​/Founder Exp

Federal Cybersecurity Sales Leader

Salary: $100,000 - $150,000

Build federal pipeline from scratch, identify, research, and pursue new opportunities across DoD and IC agencies through cold outreach, SAM.gov, conferences, and procurement boards. Lead capture campaigns end-to-end, pipeline development, positioning, teaming, proposal development, and contract execution. Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations, including DIU and AFWERX. Craft compelling, compliant responses to RFPs and RFIs via SAM.gov

in partnership with solutions engineering and product teams. Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines. Close complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships to secure contracts. Network relentlessly at federal cybersecurity and AI events — building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond.

Bring market feedback to leadership to help shape Dynamo's federal strategy, positioning, and partnerships.

5–10 years of experience selling cybersecurity, AI, or infrastructure software to the U.S. Federal Government — non-civilian agencies only (DoD or Intelligence Community). Direct experience selling into the U.S. Army, Air Force, or IC, civilian-only backgrounds will not be considered. Deep understanding of federal acquisition processes, FAR/DFARS, OTA, SBIR/STTR, and the DoD budgeting cycle. Track record of building a pipeline from scratch and closing seven-figure deals without SDR support.

Ability to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes. Established network within the defense innovation ecosystem, program offices, PEOs, acquisition commands, prime contractors, and system integrators. Excellent written and verbal communication, experience briefing senior leaders, and building consensus across diverse audiences. Based in the Washington, D.C. / Northern Virginia area, must be able to attend events and meetings on an impromptu basis.

U.S. citizenship required, must be able to pass a background check. Willingness to travel 25–30% for conferences, on-site meetings, and industry events.

Existing network within the Department of Defense, Army, Air Force, or Intelligence Community. Experience at a startup after a larger company, ideal path is large company → startup → large company → startup. Knowledge of AI/ML infrastructure, LLMs, or data security frameworks. Active or pathway to U.S. Secret or Top Secret/SCI clearance. Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions.