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Enterprise Account Executive, Federal

NinjaOne

Role overview

Qualifications

  • 5+ years of experience in Enterprise SaaS sales, with a strong proven track record of success in Federal accounts
  • 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
  • Experience using Salesforce or a similar CRM to track pipeline and forecast with precision

Responsibilities

  • 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
  • Identify and engage key technical, procurement, and security stakeholders to drive deals forward
  • Negotiate pricing, terms, and implementation plans with leadership approval on strategic deals

About the company

NinjaOne logo

NinjaOne

Computer Software / SaaS

NinjaOne is a leading unified IT operations solution that simplifies the way IT teams work. With NinjaOne, MSPs and IT departments can automate, manage, and remediate all their endpoint management tasks within one fast, modern, intuitive platform, improving technician efficiency and user satisfaction. NinjaOne supports over 10,000 customers around the world, and is consistently ranked #1 for its world class customer support. NinjaOne has been recognized as the best rated software in its category on G2 and Gartner Digital Markets for the past 3 years.

Company details

Company typeScaleup
IndustryComputer Software / SaaS
Company size201 - 500

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Job description

Description

About the Role 
 
NinjaOne 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 FedRamp 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 NinjaOne’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. 
  
Location - 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. 
  
Travel Requirement - Up to 40% representing NinjaOne at key industry events, product launches, and customer engagements. 
  
What You’ll Be Doing 
  • 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 NinjaOne’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 NinjaOne at industry events, partner summits, and government conferences to grow visibility and pipeline 
     
About You 
  • 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 GovWin 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 NinjaOne’s values: Curiosity, Integrity, Kindness, Humility, Builders and foster an environment where these values thrive. 
  
About Us 
 
NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries. ​
The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. ​NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.
  
What You’ll Love 
 
We are a collaborative, kind, and curious community. 
We honor your flexibility needs with full-time work that is hybrid remote. 
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance. 
We help you prepare for your financial future with our 401(k) plan. 
We prioritize your work-life balance with our unlimited PTO. 
We reward your work with opportunity for growth and advancement. 
  
Additional Information: 
 
This position is NOT eligible for Visa sponsorship. 
  
*Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate. 
  
Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO. For roles based in Maryland the base salary hiring range for this position is $125,000 to $150,000 per year with On Target Earnings of $250,000 to $300,000 per year. 
  
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment. 
  
#LI-LB1 
#LI-Remote 
#BI-Remote 
 

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Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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