Senior Account Executive GOV - ANZ

About Filigran

Founded in 2022, Filigran is a global cybersecurity company on a mission to empower defense teams to be proactive through open-source solutions that uncover threats and drive action.

Filigran stands out in the cybersecurity ecosystem through its open-source, AI-powered and threat-informed approach to Continuous Threat Exposure Management (CTEM). Our eXtended Threat Management (XTM) platform brings together threat intelligence, exposure validation, and cyber risk reduction, enabling organizations to better understand their threat landscape and take action.

The Role

We're looking for a Senior Account Executive GOV, ANZ to join our Go-to-Market team and drive strategic Government growth across our ANZ region. You'll own the full sales cycle, from identifying new opportunities to closing complex enterprise deals, while helping organizations adopt Filigran's open-source cybersecurity platforms.

This role is ideal for an experienced Sales Executive in the Government vertical who creates opportunities rather than waits for them. You'll work closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to deliver exceptional customer outcomes and contribute to Filigran's long-term growth.

Responsibilities

• Own the full enterprise sales cycle, from prospecting through negotiation and close.
• Build and execute a territory strategy focused on sustainable long-term growth.
• Generate qualified pipeline through outbound prospecting, executive networking, partner engagement, events, referrals, and creative account strategies.
• Develop executive relationships, build strong champions, and navigate complex buying committees.
• Lead strategic opportunities valued at $200K+ ARR, managing long sales cycles and multiple stakeholders across the Government vertical.
• Leverage AI tools and methodologies to improve prospecting, account planning, productivity, and sales execution.
• Collaborate closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to maximize customer success and revenue growth.
• Maintain accurate forecasting, CRM hygiene, and apply MEDDIC principles to identify risks early and drive action plans.
• Continuously contribute to improving sales processes, best practices, and team performance.

Who You'll Work With

• Reports to the Regional Director, ANZ.
• Partners closely with Solutions Engineers throughout the sales cycle.
• Works alongside Customer Success to ensure smooth customer onboarding and long-term adoption.
• Collaborates with Marketing on pipeline generation and strategic campaigns.
• Engages regularly with Product and Engineering to relay customer feedback and market insights.
• Works closely with Partners to expand market reach and drive joint opportunities.

Requirements

• Minimum 5 years of experience in complex B2B enterprise software sales.
• Minimum 10+ years of experience selling into the Government space across ANZ.
• Strong interest in AI and its applications in cybersecurity.
• Comfortable leveraging AI-powered tools (LLMs, copilots, automation) to improve productivity, research, account planning, and customer engagement.
• Proven track record of closing $200K+ ARR new business opportunities.
• Experience building pipeline through outbound prospecting, executive networking, partnerships, referrals, and events.
• Strong ability to develop executive relationships, build champions, and navigate complex enterprise buying committees.
• Knowledge of MEDDIC, Challenger Sale, or similar enterprise sales methodologies (strong MEDDIC experience is a plus).
• Business acumen with an understanding of today's cybersecurity landscape; previous cybersecurity sales experience is a plus.
• French language proficiency is a plus.

What We Offer

• Competitive compensation + equity — everyone shares in our success
• Remote-first flexibility — work from wherever you’re based
• 25 days PTO baseline — dedicated time to recharge
• Volunteer days — paid time to contribute to causes that matter to you
• Equipment setup — hardware and tooling tailored to your needs
• Company get-togethers — one global company offsite and one team offsite annually