Account Executive - Identity

Job Description

Job Description

About Merlin Group

Merlin Group operates at the intersection of cyber innovation, national security, and technology-driven transformation. With a mission to accelerate the adoption of high-impact technologies across the U.S. public sector and regulated commercial markets, Merlin is uniquely structured around three core tenets – Invest, Enable, and Scale – each designed to address a specific stage of the technology lifecycle. Together, our affiliates – Merlin Ventures, CGC, and Merlin Cyber – form a flywheel that builds enduring capability for customers, partners, and the broader cyber ecosystem, operationalizing technological advancement into mission-ready, enterprise-grade solutions.

At Merlin, we believe our strength lies in our people. Team members are encouraged to be creative, collaborative, and nimble, pursuing paths to deliver the cutting-edge cybersecurity solutions that our customers rely on. From next-generation cyber defense to secure cloud and AI, we are united by one purpose – transforming innovation into mission impact.

The Opportunity

As an Account Executive - Identity, you will drive the expansion of our presence across federal civilian and defense agencies by delivering innovative, end-to-end identity solutions. This role demands a strategic thinker with deep expertise in federal identity challenges, procurement processes, and compliance requirements. You will build trust with senior decision-makers, uncover opportunities, and deliver tailored, customer-centric solutions. Operating in a fast-paced, entrepreneurial environment, you will foster collaboration across internal teams and vendor partners to deliver strategic outcomes that align with your customers' missions. This position offers autonomy and the chance to make a lasting impact in a dynamic, evolving marketplace.

Primary Duties & Responsibilities

• Prospect and qualify opportunities in federal agencies and ecosystems.
• Lead sales cycles, including responding to RFIs, RFQs, and RFPs.
• Present solutions that align with federal identity requirements (e.g., FICAM, Zero Trust).
• Build trusted relationships with decision-makers and procurement officers.
• Partner with internal teams and vendors to deliver successful solutions.
• Stay informed about federal procurement processes, compliance, and identity trends.

Qualifications

• 7+ years of Enterprise Software Sales and Account Management skills.
• Proven success selling IAM or cybersecurity solutions to federal agencies.
• Deep understanding of federal procurement and contract vehicles.
• Strong communication and relationship-building skills.
• Familiarity with leading identity solutions (e.g., Okta, Ping, SailPoint, CyberArk).
• Self-motivated, adaptable, and effective in dynamic environments.

Success Attributes

• Commitment to personal and professional integrity and respect for others.
• Roll-up-your-sleeves attitude and low-ego approach.
• Commitment to teamwork and professional relationship development.
• Passion for lifelong learning, growth, and development.
• Flexible and nimble; comfortable with ambiguity and rapid change.
• Strong communication and functional project management skills.
• Desire to innovate, try new things, and creatively explore novel solutions to business challenges.
• Professional and respectful approach to the diversity of thought, action, identity, and attributes.

Benefits & Perks

We want to empower and inspire employees to be and do their best. Our workdays are dynamic, collegial, and fun. Our office features multiple places to work unconstrained by typical office barriers. Our wellness package provides access to an on-site gym and includes medical, dental, and vision insurance along with options for FSA and EAP. We offer 401(k) with employer match, unlimited PTO, and a culture respectful of the reality that not everything in one’s personal life is guaranteed to happen only after hours.

All qualified applicants will receive consideration for employment without regard to disability, status as a protected veteran, or any other status protected by applicable federal, state, local, or international law.