Senior Account Executive GOV, ANZ

Filigran is a global cybersecurity company founded in 2022, focused on empowering defense teams with open-source solutions to uncover threats and drive action. Our open-source, AI-powered and threat-informed approach to Continuous Threat Exposure Management (CTEM) is at the core of our eXtended Threat Management (XTM) platform, which combines threat intelligence, exposure validation and cyber risk reduction to help organizations understand their threat landscape and take action. We are a remote-first, globally distributed team that values cohesion, openness, responsibility and equity.

The role: We are seeking a Senior Account Executive GOV in ANZ to join our Go-to-Market team and drive strategic Government growth across the ANZ region. You will own the full sales cycle—from identifying opportunities to closing complex enterprise deals—and help organizations adopt Filigran’s open-source cybersecurity platforms. This position is ideal for an experienced sales professional who creates opportunities, collaborates across teams, and contributes 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 but not required.

• Comfortable operating in a fast-paced, remote-first, and highly collaborative environment.

• Entrepreneurial mindset with ownership, accountability, curiosity, resilience, and coachability.

• Passion for delivering long-term customer value beyond the initial sale.

• French language skills are a plus.

• People you’ll work with in spirit

• We value an entrepreneurial mindset, a proactive, problem-solving attitude, coachability, and a collaborative approach to sharing best practices. You should be resilient, adaptable, and comfortable in a rapidly evolving environment, holding yourself accountable for outcomes and maintaining high integrity with the customer’s success in mind.