Strategic Account Executive - Federal

About the company

At the company, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture.  We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At the company, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.

Position Summary

We are seeking a Strategic Account Executive to join the company’s Federal sales organization. Reporting to the Director, Strategic Accounts, the Strategic Account Executive is responsible for driving new business while expanding the right existing relationships, helping customers solve complex identity challenges tied to security, digital experience, compliance, and operational efficiency. This role works across technical and executive buying groups and partners closely with cross-functional teams to turn identity priorities into measurable business outcomes. This draft follows the company’s internal job description guide and reflects internal role signals showing a strategic team structure, strong new-logo expectations, and solution positioning across workforce, customer, and embedded identity use cases.

You Will

• Own a strategic portfolio of enterprise accounts and build account plans that create, advance, and close high-value opportunities across enterprise, commercial, and technology organizations.

• Generate pipeline through targeted prospecting, account prioritization, executive outreach, partner collaboration, and disciplined territory planning, with a strong emphasis on landing new logos.

• Lead complex enterprise sales cycles from discovery through close, aligning the company’s solutions to customer priorities around risk reduction, cost reduction, and improved digital experiences.

• Position the company’s identity platform across workforce, customer, and embedded use cases, including opportunities where technology companies integrate identity into their own products and experiences.

• Build trusted relationships with security, IT, digital, product, operations, and executive stakeholders to shape buying consensus and move opportunities forward.

• Partner closely with Sales Engineering, leadership, customer-success teams, and channel partners to develop account strategy, validate solution fit, and deliver a strong customer experience.

• Maintain accurate pipeline, forecast, and account hygiene while operating with strong inspection, prioritization, and execution discipline.

• Represent the company with credibility in the market by connecting industry challenges to clear business value and differentiated identity outcomes.

You Have

• 7+ years of successful enterprise software, SaaS, cybersecurity, or identity sales experience, with a track record of exceeding quota in complex sales environments.

• Experience selling into enterprise accounts, including commercial enterprises, technology companies, or adjacent regulated industries.

• A demonstrated ability to generate pipeline and win net-new business through strategic prospecting and account planning.

• Success navigating complex, multi-stakeholder sales cycles that involve technical buyers, business leaders, and executive sponsors.

• Strong business acumen and the ability to translate technical capabilities into value tied to revenue, efficiency, risk reduction, or customer experience.

• Excellent communication, discovery, negotiation, and forecasting skills.

• A disciplined, self-directed working style with strong prioritization and follow-through.

• Bachelor’s degree or equivalent experience.

Bonus Points If You Have

• Experience selling identity, access management, CIAM, IGA, MFA, fraud, or verification solutions.

• Familiarity with industry dynamics, including digital user or customer experiences, regulatory considerations, and security requirements.

• Experience with platform, embedded, OEM, or ISV sales motions.

• Experience working with strategic partners, GSIs, or channel ecosystems in enterprise accounts.

• Knowledge of modern identity trends such as passwordless authentication, decentralized identity, or behavioral and risk-based security models.

Base Hiring Range: $135,000-$157,000 + Commission

In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.

Life at the company

We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.

Here are just a few of the things that make the company special

• A company culture that empowers you to do your best work.

• Employee Resource Groups that create a sense of belonging for everyone.

• Regular company and team bonding events.

• Competitive benefits and perks.

• Global volunteering and community initiatives

Our Benefits

• Generous PTO & Holiday Schedule

• Parental Leave

• Progressive Healthcare Options

• Retirement Programs

• Opportunity for Education Reimbursement

• Commuter Offset (Specific locations)

The company is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.