Enterprise Account Executive, Federal

About the Role

Ninja One is rapidly expanding into the Public Sector, and we’re looking for a sharp, strategic, and mission-driven Enterprise Account Executive, Federal to accelerate our growth across U.S. Federal Civilian agencies from the ground up with our Fed Ramp validated platform. In this quota-carrying role, you’ll be responsible for landing net‑new logos and expanding existing relationships—owning the full sales cycle from discovery to close.

You’ll navigate complex buying centers, long procurement cycles, and compliance requirements unique to the Federal space, bringing a deep understanding of the acquisition ecosystem and a consultative approach to every conversation. As a key member of Ninja One’s Public Sector Growth team, you’ll work cross‑functionally with SEs, Product, Engineering, Legal, Marketing, and channel partners to deliver a seamless, value‑driven experience that aligns with agency missions and regulatory standards.

We are flexible on hybrid/remote working from home if you are located in the USA and reside in one of the following states: MD or VA. Preference/Priority will be given to candidates based in VA or MD or those willing to relocate unassisted.

Up to 40% representing Ninja One at key industry events, product launches, and customer engagements.

• Qualify and develop Federal prospects to maintain an up‑to‑date pipeline aligned to territory and quota goals.
• Lead full‑cycle sales efforts: prospecting, discovery, value articulation, demo, negotiation, and close.
• Build and manage a Federal Civilian pipeline and associated opportunities.
• Become a trusted advisor on Ninja One’s platform—tailoring solutions to mission needs and compliance constraints (FedRAMP, NIST, DoD IL frameworks).
• Identify and engage key technical, procurement, and security stakeholders to drive deals forward.
• Work closely with channel partners, internal SDRs, and Marketing to penetrate net‑new accounts and drive account‑based campaigns.
• Collaborate cross‑functionally with Legal and Compliance teams while owning RFIs, RFPs, and procurement documentation.
• Negotiate pricing, terms, and implementation plans with leadership approval on strategic deals.
• Accurately forecast pipeline in Salesforce and drive consistent quota attainment.
• Represent Ninja One at industry events, partner summits, and government conferences to grow visibility and pipeline.

• 5+ years of experience in Enterprise SaaS sales, with a strong proven track record of success in Federal accounts.
• Experience managing long, complex sales cycles within the U.S. Federal Government.
• Deep understanding of Federal acquisition processes, including BPAs, GWACs, OTAs, and IDIQ vehicles.
• Strong command of highly regulated compliance frameworks such as FedRAMP, NIST 800‑53, and Zero Trust—and how they relate to SaaS vendor selection.
• Skilled at building rapport with technical and procurement audiences and mapping stakeholders across large agencies.
• Exceptional communication, presentation, and storytelling skills tailored to mission‑driven buyers.
• Experience using Salesforce or a similar CRM to track pipeline and forecast with precision.
• Experience with Gov Win to support early capture planning, track pre‑RFP activity, and align sales efforts with forecasted opportunities.
• Bachelor’s degree or equivalent experience preferred.
• Motivated, organized, and excited to grow your career in Public Sector technology sales.
• Highly collaborative, with a proven ability to build trust and influence across Sales, Marketing, Channel, Product, and other key functions at all levels.
• Operates with urgency and flexibility, applying structured thinking to ambiguous situations and excelling in dynamic, high‑growth environments where priorities evolve quickly.
• Embody Ninja One’s values:
  Curiosity, Integrity, Kindness, Humility, Builders and foster an environment where these values thrive.

Ninja One unifies IT to simplify work for nearly 40,000 customers in 140+ countries. The Ninja One Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency,…