About the role... 

The Federal Account Manager is an outside sales position responsible for developing, managing and closing business within select Civilian agencies that currently have HashiCorp enterprise products in use. 

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle. This includes prospecting, aligning value drivers, resolving pain points and challenges, and selling the complete HashiCorp software suite.  

This role is located in the Washington DC Metro Area. 

In this role you can expect to...

  • Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)
  • Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
  • Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain.
  • Manage complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
  • Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements.
  • Execute solution and value selling to new prospects.
  • Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments.
  • Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts.
  • Maintain and accurately forecast business on a weekly, monthly and quarterly cadence.
  • Accurately qualifying opportunities based on detailed MEDDPICC criteria
  • Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes.
  • Read, listen, understand and/or follow instructions or recommendations set by these teams and company management.

You may be a good fit for our team if you have...

  • Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks.
  • At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their environments.
  • Track record in organically growing and closing revenue within the Civilian sector.
  • Track record of managing your Renewals to maintain and build on your book of business.
  • Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice.
  • Creation and execution of quarterly and annual business plans.
  • Great executive presence, communication skills, and credibility.
  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team. 
  • History of accurate forecasting and business reporting. 
  • Experience with Salesforce is required. 

#LI-Remote

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role is:
$150,000—$172,500 USD
The OTE pay range for this role is:
$300,000—$345,000 USD

Apply for this Job

* Required
resume chosen  
Dropbox
(File types: pdf, doc, docx, txt, rtf)
Cancel
cover_letter chosen  
Dropbox
(File types: pdf, doc, docx, txt, rtf)
Cancel
Self-Identification - US Applicants Only

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Self-identification is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you provide will be recorded and maintained in a confidential file.

As set forth in HashiCorp Employee’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

  • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race.
  • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa.
  • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa.
  • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands.
  • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam.
  • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment.
  • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races.

Veteran Status

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

 

Form CC-305

OMB Control Number 1250-0005

Expires 04/30/2026

Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. 

Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Gender (Select one) *



Are you Hispanic/Latino? (Select one) *



If you responded "No" to the previous question, please identify your race: (Select one) *







Veteran Status (Select one) *



Disability Status (Select one) *



Enter the verification code sent to to confirm you are not a robot, then submit your application.

This application was flagged as potential bot traffic. To resubmit your application, turn off any VPNs, clear the browser's cache and cookies, or try another browser. If you still can't submit it, contact our support team through the help center.