Account Executive, Federal (4th Estate/DOW)

Title: Account Executive, Federal (4th Estate/DOW) Location: North America

About the Role

Corelight is seeking an experienced Federal Account Executive to drive new business growth across the Department of War (DoW) and Fourth Estate defense agencies.

This is a hunter-focused role within an established territory, offering existing customer relationships, active opportunities, and significant room for expansion. We're looking for a seller who knows the Federal cybersecurity market, brings genuine curiosity and commercial drive, and has a demonstrated ability to build pipelines, develop customer relationships, and win complex deals.

You'll own your territory and customer relationships, working closely with Sales Engineering and Federal channel partners to expand Corelight's presence across the defense community.

What You'll Do

• Develop and execute a territory strategy that identifies high-potential accounts, creates new opportunities, and drives revenue growth across DoW and Fourth Estate agencies.
• Independently generate and maintain a qualified pipeline through proactive prospecting, strategic account planning, and relationship development.
• Lead consultative discovery with cybersecurity leaders and technical stakeholders to uncover security challenges, establish business value, and create demand for Corelight's solutions.
• Own and advance complex sales opportunities from initial engagement through technical evaluation, proof of concept, procurement, negotiation, and close.
• Build trusted relationships with security decision-makers, technical buyers, and key stakeholders across assigned Federal accounts.
• Develop and leverage relationships with Federal channel partners, value-added resellers, distributors, and Federal Systems Integrators to expand account coverage and accelerate opportunities.
• Position Corelight's network detection and response (NDR) and security data solutions against customer priorities, including opportunities to convert existing open-source Zeek users into Corelight customers.
• Expand existing customer relationships while maintaining a strong focus on new-logo acquisition.
• Partner effectively with Sales Engineering, channel teams, and internal stakeholders to execute account strategies and win business.
• Maintain accurate opportunity management and forecasting in Salesforce, taking accountability for pipeline health, deal progression, and revenue performance.

What You'll Bring

• 5+ years of enterprise technology sales experience, including 3+ years selling into the U.S. Federal market, with a proven track record of meeting or exceeding sales targets.
• Demonstrated success independently generating pipeline, developing new accounts, and closing business across complex, multistakeholder sales cycles.
• Experience selling cybersecurity, network security, or related enterprise technologies, with familiarity across NDR, SIEM, EDR, network visibility, or security analytics solutions and an understanding of Federal cybersecurity buyers and procurement processes.
• Strong consultative selling skills, with the curiosity to uncover customer challenges, connect technical solutions to business value, and influence decision-makers.
• Commercial tenacity, sound judgment, and the ability to navigate objections, maintain momentum through lengthy sales cycles, and take ownership of results.
• Experience collaborating with Sales Engineering, Federal channel partners, resellers, and systems integrators to develop opportunities and win business.
• Bachelor's degree or equivalent combination of education and relevant professional experience.