Senior Account Executive GOV, ANZ

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.

Your 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.

Profile We’re Looking For

• 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 but not required.
• Comfortable operating in a fast-paced, remote-first, and highly collaborative environment.
• Entrepreneurial mindset with a strong sense of ownership, accountability, curiosity, resilience, and coachability.
• Passionate about delivering long-term customer value beyond the initial sale.
• French is a plus.

We are looking for someone who:

• Has an entrepreneurial mindset and creates opportunities instead of waiting for them.
• Demonstrates a