Senior Account Executive - Federal Civilian

Business Area: Sales

Seniority Level:

Job Description:

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

Cloudera empowers federal agencies to solve their most complex, mission-critical challenges using data. Our hybrid data management, analytics, and Private AI platform operates seamlessly across on-premises, multi-cloud, and air-gapped environments driving transformative impact where data-driven decisions matter most.

The Cloudera Public Sector team is seeking an experienced, high-performing Senior Account Executive to lead and grow a strategic Federal Civilian (FedCiv) territory. In this role, you will lead complex, consultative sales engagements to help agency leaders modernize data architectures, meet federal data mandates, and securely deploy enterprise AI/ML capabilities at scale.

As a Senior Federal Civilian Account Executive, you will take full ownership of a strategic agency territory, developing detailed go-to-market plans and driving exponential year-over-year revenue growth. You will serve as a trusted advisor to senior federal leadership (CIOs, CDOs, CISOs, CTOs, and Program Managers), mapping Cloudera’s platform capabilities to critical agency mission outcomes.

As a Sr Account Executive, you will manage:

• Territory & Account Planning: Develop and execute a comprehensive territory strategy and business plan targeting key Federal Civilian agencies, driving net-new pipeline generation and expanding existing footprint.
• Consultative Solution Selling: Lead complex sales cycles for Cloudera’s enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments.
• Execution & Methodology: Rigorously apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, accurately forecast quarterly revenue, and accelerate deal velocity.
• Federal Procurement Navigation: Navigate complex federal procurement processes, working closely with contracting officers, prime contractors, System Integrators (SIs), and key channel partners across federal contract vehicles (e.g., SEWP, GSA, etc.).
• Cross-Functional Leadership: Orchestrate internal team resources including Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver seamless customer experiences and ensure long-term mission success.
• Executive Relationship Building: Establish and nurture deep, trusted relationships with C-suite executives, senior agency decision-makers, and industry partners within greenfield and expansion accounts.

We are excited about you if:

• 5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
• Proven Track Record: Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments.
• Domain Expertise (preferred): Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration.
• Sales Methodology Proficiency: Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.
• Federal Ecosystem Knowledge: Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space.
• Compliance & Security Awareness: Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).
• Education: Bachelor’s degree (BA/BS) or equivalent practical/military experience.

What Success Looks Like

• Entrepreneurial Mindset: Thrives in a dynamic, high-growth environment with a high degree of autonomy and accountability.
• Mission Alignment: Deep passion for helping federal agencies leverage technology to protect, serve, and innovate for the public good.
• Collaborative Leadership: Drives results while fostering team cohesion, alignment, and shared success across internal and external partner teams.

What you can expect from us:

• Generous PTO Policy

• Support work life balance with Unplugged Days

• Flexible WFH Policy

• Mental & Physical Wellness programs

• Phone and Internet Reimbursement program

• Access to Continued Career Development

• Comprehensive Benefits and Competitive Packages

• Paid Volunteer Time

• Employee Resource Groups

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