Federal Account Executive - Civilian



Sales & Business Development
Washington, DC, USA
Posted on Thursday, January 25, 2024

Why Join HYCU?

HYCU is the fastest-growing leader in the multi-cloud data protection as a service industry. By bringing true SaaS-based data backup and recovery to both on-premises and cloud-native environments, the company provides unparalleled data protection, migration, disaster recovery and ransomware protection to thousands of companies worldwide. As an award-winning and recognized visionary in the industry, HYCU solutions eliminate complexity, risk and the high cost of legacy- based solutions, providing data protection simplicity to make the world safer. With an industry- leading NPS score of 91, customers experience frictionless, cost-effective data protection, anywhere, everywhere. HYCU has raised $140M in VC funding to date and is based in Boston, Mass. Learn more at www.hycu.com.

We are looking for a Federal Account Executive - Civilian, that will be responsible for managing and growing relationships with Federal Civilian Government agencies as clients.

Our Federal Sales team will focus on delivering solutions for Federal Agencies, Armed Forces and National Intelligence Agencies. They manage full-cycle sales activities, executing sales plans for assigned territories. They are strong relationship builders who are creative in their approach to uncovering and managing revenue generating opportunities. Successful candidates have a proven track record of breaking into accounts, reaching decision makers and closing business. Ideally, this person should be located in the Washington, D.C. area and will report into our VP of Federal Sales.


  • Washington, D.C. Area (remote)

What You’ll Do:

  • The role will focus on account profiling, prospecting for solution opportunities and managing leads to qualify sales opportunities within Federal Civilian Government Agencies
  • Meet or exceed quarterly sales goals by identifying, managing, and closing new and existing opportunities within Federal Civilian Agencies.
  • Client Relationship Management: Build and maintain strong relationships with key stakeholders within Federal Civilian Government agencies. This includes understanding their needs, challenges, and priorities, and positioning the company's products or services as solutions to address those needs
  • Sales and Business Development: Identify and pursue opportunities for business growth within the federal sector. This involves prospecting for new clients, attending industry events and conferences, conducting presentations and product demonstrations, and negotiating contracts
  • Account Management: Serve as the main point of contact for federal government clients. Collaborate with cross-functional teams within the company to ensure client satisfaction, timely delivery of products or services, and resolution of any issues or concerns
  • Develops qualified sales opportunities that result from converted marketing, partner, event, or directly generated leads
  • Works with regional channel partners to identify strategies, accounts and position HYCU within their accounts. Includes Hyperscalers and traditional VARs
  • Maximizes coverage within the assigned list of named accounts. Contacts, qualifies and develops ongoing relationships with assigned accounts in order to increase sales and grow customers with new HYCU products
  • Utilizes modern selling and marketing techniques and tools to communicate effectively with key business decision makers. This includes leveraging digital communications (phone, email and chat) to build relationships with potential prospects to develop and close sales opportunities
  • Effectively utilizes sales tools like LinkedIn, ZoomInfo.com, & SFDC to uncover contacts and organizational structure within prospective accounts
  • Schedules informational calls and conducts meetings and information sessions with customers to determine needs, provide information on products available, and effectively demonstrate HYCU solutions
  • Acts as a consultant to customers on current portfolio of HYCU products and capitalizes on opportunities
  • Supports company-wide marketing and sales initiatives by providing industry market and product trends, sales data, competitor analysis, and account/customer feedback to the internal HYCU teams

What We’re Looking For:

  • Must have prior experience working with Federal Civilian Agencies, Security Clearance is preferred
  • 10+ years of selling experience and 5+ years of experience in working with Cloud BackUp, Datacenter technologies/B2B SaaS
  • Proven track record of sales performance and strong knowledge of Federal procurement process and ability to manage RFIs/RFPs
  • Excellent knowledge of federal acquisitions, budget and procurement cycle
  • Hands-on experience with one or more of the Public, Private & Gov Clouds – AWS, Azure and/or Google Cloud – certifications are preferred
  • Preference for working in Azure or AWS Government Cloud environments
  • Familiar with Security Technical Implementation Guidelines (STIG), Common Criteria and Federal Information Processing Standards (FIPS)
  • Achieved success in goal-driven, metrics-based environment
  • Proven track record of breaking into accounts, reaching decision-makers and closing business
  • Proven experience selling to accounts of all sizes, via channel and direct
  • Familiarity with hyper-converged infrastructure (Nutanix, VMware, etc.) public cloud (AWS, GCP, and Azure), and/or storage is a plus
  • Experience selling in data center space and/or disaster recovery
  • Self-motivated, results-oriented and highly organized person with strong execution skills
  • Start-Up mentality with willingness to drive the field execution
  • Consultative sales approach (problem solver, challenger, and new business quota carrier) with superb attention to detail and follow-through
  • Exceptional communication and diplomacy skills: able to design, present, and discuss compelling data driven analysis and presentations to influence stakeholders at all levels
  • Team Player - able to work well with all cross-functional groups within HYCU’s global teams
  • Track record of success and over-achievement in previous positions
  • Possess in-depth knowledge of key competitors and demonstrate the ability to articulate HYCU’s advantageous position to end users and partners
  • BA or BS or equivalent with related practical experience preferred

Who We Are:

Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.

The following is how we approach each Core Value:

  • Authenticity – To be authentic means to be who we are and do it well. Focus your energy on being who YOU are. Be true to yourself. Authenticity also extends to our products. Understanding where we are truly the best fit for our customers and when we are not. And finally, authenticity in relationships: ensuring that we are honest and do what we say we’re going to do.
  • Grit – To win we need to want it. Every team member needs to be able to jump in and help at every turn. Whether it’s staying late to help a colleague or customer or finding a better process and making sure it’s communicated cross-functionally. You just have to do it and love it…and never stop trying.
  • Empathy – We need to care about each other, about our clients, about our business, and about the world around us. That might seem like a tall order, but if we don’t live in a constant state of empathy, if we don’t strive to truly put ourselves in another person’s shoes, we cannot truly serve the market.

"We are at our best when we stay true to our Core Values."~ Simon Taylor, CEO

What We Offer:
HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more. We offer career development programs and an inclusive global culture. All our employees participate in our equity program.