Federal Enterprise Account Executive

Fortreum is a trusted leader in cloud and cybersecurity services, ranked among the Top 5 FedRAMP Third Party Assessment Organizations (3PAO). With the addition of Kovr.AI, we have expanded our capabilities to include advanced cyber risk quantification and analytics, enabling organizations to better understand, measure, and communicate risk. Together, we deliver independent, third-party, vendor-agnostic regulatory assessment and advisory services, alongside advanced cybersecurity offensive and compliance technical solutions. Our comprehensive service portfolio spans regulatory compliance frameworks including FedRAMP, CMMC, FISMA, SOC, PCI, ISO, and HIPAA.

Working with Fortune 500 companies and leading cloud service providers, we’ve built our reputation on service-delivery excellence and an unwavering commitment to client success. Our continued rapid growth creates exceptional opportunities for driven professionals to make their mark in the cybersecurity industry—guided by our core values: quality above all, a customer-driven mindset, autonomy, and personal accountability.

The Opportunity

The Enterprise Account Executive is Fortreum's senior commercial interface to our largest government and big technology accounts. This role owns a named account portfolio end to end: executive relationship development, pipeline generation, multi-framework expansion, and Kovr.AI platform attach. Federal Enterprise AEs carry an individual quota, run the MEDDPICC qualification discipline across their book, and partner with Solutions Engineering and Delivery to convert complex regulatory requirements into scoped, margin-sound engagements.

Key Responsibilities

Specifically, you would be responsible for:

• Named Account Ownership: Own a portfolio of high growth, strategic government and large enterprise accounts as a direct seller, including account planning, territory coverage, and a documented path from current spend to plan.

• Executive Relationship Development: Build and sustain relationships with CISOs, CIOs, Authorizing Officials, Chief Compliance Officers, and program executives, and bring Fortreum leadership into those relationships deliberately rather than opportunistically.

• Pipeline Generation: Self-source a majority of qualified pipeline through direct outbound, partner co-selling, conference presence, and reactivation of dormant accounts. Pipeline coverage is a managed number, not a byproduct.

• Opportunity Qualification: Apply MEDDPICC rigor to every opportunity above threshold, including documented metrics, economic buyer access, decision criteria, decision process, paper process, identified pain, champion, and competition.

• Multi-Framework Expansion: Expand single-framework accounts into multi-framework relationships across FedRAMP, CMMC, StateRAMP and GovRAMP, SOC 2, ISO 27001, PCI DSS, HIPAA, and HITRUST. Multi-framework accounts carry materially higher lifetime value and materially lower churn.

• Kovr.AI Attach: Position Kovr.AI continuous assessment and compliance automation alongside Assurance and Advisory services, and drive platform attach rate within the assigned portfolio.

• Procurement Navigation: Drive MSAs, NDAs, security reviews, purchase vehicles, and contract vehicle selection to completion, working procurement and contracting organizations directly rather than waiting on them.

• Channel, Distribution, and Marketplace: Use channel partners such as Blackwood, distributors such as Carahsoft, and cloud marketplaces such as AWS Marketplace to close deals faster and larger. These are accelerants to a direct motion, not a substitute for it.

• Negotiation and Contracting: Lead commercial negotiation through BAFO, pricing approval, and contract execution, protecting margin integrity and assessor independence constraints.

• Forecast Integrity: Maintain accurate, current opportunity records in Salesforce, including stage, close date, amount, and next step. Forecast accuracy is an evaluated performance dimension.

• Market Feedback: Feed competitive intelligence, pricing pressure, and emerging requirements such as FedRAMP 20x back to Marketing, Delivery, and the Kovr.AI product team

Basic Qualifications

• 5+ years in quota-carrying sales in global enterprises and/or Federal.

• Demonstrated track record of individual quota attainment.

• Primarily a direct seller, with demonstrated ability to navigate procurement (MSAs, NDAs, security reviews, contract vehicles) and to use channel partners, distributors, and cloud marketplaces to accelerate and enlarge deals.

• U.S. Government Security Clearance (Top Secret).

• BA/BS in cyber security or other related technologies.

• One or more current technology certifications in cloud, cyber security, or compliance (for example AWS Certified Cloud Practitioner or Solutions Architect, Security+, CISA, CISSP, CCSP, or a CMMC credential).

• Expertise in compliance frameworks (FedRAMP, SOC 2, ISO 27001); working familiarity with CMMC, FISMA, PCI, and HIPAA a plus.

• Ability to position and run a business-level demonstration of Kovr.AI, including how continuous assessment reduces administrative burden and risk profile.

• Strong writing skills for creating detailed account plans, SOWs, and RFP responses.

• Technical familiarity with offensive security methodologies (e.g., MITRE ATT&CK framework) sufficient to qualify Red Teaming and Penetration Testing opportunities with a Solutions Engineer.

• Comfortable operating within a function still being built, able to work with evolving process and contribute to shaping it rather than stepping into an established playbook.

Preferred Qualifications

• 8+ years in quota-carrying sales in global enterprises and/or Federal.

• Formal sales training from a recognized sales academy with a methodology you still apply in live deals.

• Enterprise sales experience with Fortune 500, hyperscaler, or large systems integrator accounts.

• MA/MS in cyber security or other related technologies.

• Certified in one or more technical areas including compliance (e.g. CISA, CMMC CCP or CCA), cloud (e.g. AWS Certified Solutions Architect), and/or AI (e.g. AWS AI Certified Practitioner).

• Kovr Certified Professional.

• Experience selling or positioning GRC platforms.

• Experience with FedRAMP 20x, OSCAL, or key security indicators. This is where the market is moving and where Kovr differentiates.

• Experience in product marketing and thought leadership, including authoring white papers, recording demonstration videos, and public speaking.

Location & Travel

This role will be based in the Fortreum office in Reston, VA. Travel will be expected to customer locations and conferences.

Posted Salary Range

$165,000 - $200,000 base

OTE $330,000 - $400,000 50/50

What Fortreum Offers

We offer a competitive compensation package, where you will be rewarded based on your performance/outcomes and recognized for the value you bring to our business. Our benefits package includes medical insurance, dental insurance, vision insurance, 401K plan with a 4% match, company paid short-term disability, company paid long-term disability, company paid AD&D and life insurance, flex time off, annual bonuses, training stipends, certification reimbursements, access to over 30,000 free online training courses, personal cell phone allowance, new hire and annual home office stipend, spot awards and eleven paid holidays.

An Affirmative Action and Equal Opportunity Employer

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.