• As a Federal Account Executive – DoD/DoW, you will serve as the primary territory owner and revenue driver for a defined portfolio of U.S. Federal DoD/DoW agencies. • Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal DoD/DoW accounts. • Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement. • Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy. • Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base. • Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution. • Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points. • Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI.

• Prospecting new business opportunities with both new and existing customers • Handle major accounts leading the entire sales process through account planning and deal closing • Collaborate with other teams to tailor solutions to customer needs • Maintain accurate records in CRM system and provide reliable sales forecasts

• Orchestrate and align cross-functional teams—including solution engineering, customer success, and marketing—to deliver value-driven outcomes and achieve measurable account goals • Develop and expand multi-threaded relationships across customer organizations, engaging confidently with stakeholders at all levels, including the C-suite • Identify, qualify, and close new business opportunities within enterprise accounts, with a focus on long-term customer success and retention • Articulate the unique value of Docusign’s Agreement Cloud and IAM solutions in ways that resonate with each customer’s strategic goals and business drivers • Manage complex sales cycles, from discovery through negotiation and closure, leveraging structured deal methodologies and data-driven forecasting • Partner with internal stakeholders across the business to deliver seamless customer experiences and ensure the ongoing health of key enterprise relationships

• Be a self-starting closer who can create a large pipeline of business within a short period of time. • Manage multiple key accounts at once. • Strong presentation skills. • Be comfortable presenting to all levels of an organization and selling as an individual and part of a larger team. • Generate business opportunities through professional networking and calling. • Drive brand awareness and lead generation via LinkedIn posting and Educational webinar presentations. • Be able to work independently and as part of a team in a fast-paced, rapid change environment. • Strategize, create, develop, and monitor marketing plans and campaigns. • Communicate to the agency team your clients’ needs and collaborate on effective solutions. • Meet and exceed all quarterly and annual sales quotas. • Own the sales cycle - from lead generation to closure. • Ensure 100% customer satisfaction and retention.