Federal Enterprise Account Executive

Sales at Tractian

The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable valueboosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.

What You'll Do

As a Federal Enterprise Account Executive at Tractian, your sole mission is to hunt, break into, and close net-new accounts across federal, state, and local government agencies, as well as government-adjacent industrial organizations (defense manufacturing, public utilities, DoD installations, and similar mission-critical operations). You'll navigate long, multi-stakeholder government buying cycles and procurement processes, positioning Tractian's solution to drive operational readiness and efficiency for the agencies and programs that depend on it. If you're energized by the chase, know your way around a contract vehicle, and want to build a federal book of business from scratch, this role is for you.

Responsibilities

• Own the end-to-end sales cycle, from agency and prime/sub prospecting and initial discovery, through procurement, contract negotiation, and closing of net-new federal logos
• Aggressively prospect into target federal agencies, defense/DoD accounts, and government-adjacent industrial organizations
• Run deep technical discoveries and develop high-impact business cases that quantify ROI and mission/operational impact for government stakeholders
• Identify, map, and build champions across multi-stakeholder agency environments, including program, procurement, and technical evaluators
• Navigate federal contracting vehicles, set-asides, and procurement pathways (e.g., GSA Schedules, SEWP, GWACs, IDIQs) to bring Tractian solutions to market
• Partner with capture and proposal resources as needed to respond to RFIs, RFPs, and sources-sought notices
• Maintain a rigorous, predictable pipeline and accurate forecasting within HubSpot CRM
• Navigate procurement, security, and legal hurdles, and negotiate high-value government agreements

Requirements

• 5+ years of experience selling into federal, state, or local government accounts, with a proven and consistent track record of success
• A background heavily focused on net-new logo acquisition within government or highly regulated markets
• Working knowledge of federal procurement processes, contract vehicles, and compliance requirements (FAR/DFARS familiarity a plus)
• Proficiency in using a CRM for account analysis and opportunity management
• Strategic thinking with a focus on revenue growth and market expansion within the public sector
• Excellent interpersonal and negotiation skills, with the ability to build trust across agency stakeholders
• Ability to obtain and maintain any security clearance or badging required for the role, if applicable
• Travel up to 25-40% depending on account footprint

Bonus Points

• Experience in SaaS, Industrial/IoT, or defense-industrial sales
• Existing relationships with federal agencies, primes, or SLED accounts
• Experience with Shipley Capture Process, MEDDPICC, Command of the Message, or other formalized sales enablement methodologies
• Familiarity with GSA Schedules, SEWP, or other federal contract vehicles
• Active security clearance (or clearance eligibility)

Compensation & Benefits

• Competitive Salary
• Premium Medical, Dental, and Vision Coverage
• Paid Time Off (PTO): 15 Days
• 401(k) Retirement Plan
• Wellhub Membership - Access a wide range of gyms and training programs.
• Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
• Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.