Account Executive (Arlington)

Senior Federal Account Executive — Department of the Navy

Washington, DC Metro Area | Hybrid

️ Department: Federal Sales

The Opportunity

This is a high-growth technology company at the forefront of AI-powered solutions for Defense, National Security, and Law Enforcement . Its technology is helping government organizations tackle some of their most challenging investigative and mission-critical problems.

This is an opportunity to join a fast-moving, high-impact team where enterprise sales directly support high-priority government missions. The company is looking for an experienced Federal sales professional who knows how to navigate the Department of the Navy , build executive-level relationships, and turn complex government opportunities into large, strategic software engagements.

This is not a traditional account executive role . You will own a strategic territory, create opportunities from the ground up, and play a major role in expanding the company's presence across the Navy and broader Department of Defense.

What You'll Own

• Build and own the Department of the Navy territory , developing account strategies that generate enterprise-level opportunities across Navy and Marine Corps organizations.
• Drive complex Federal sales cycles from initial engagement through negotiation and close , consistently meeting or exceeding revenue targets.
• Develop sophisticated enterprise sales campaigns , leveraging internal resources, government advisors, consultants, systems integrators and strategic partners.
• Build trusted relationships with senior military, government and acquisition leaders , presenting the company's technology with confidence and credibility.
• Develop a strong network of customer POCs, strategic partners, SIs and resellers, with a willingness to engage customers face-to-face on a regular basis .
• Navigate the Federal contracting environment, including major contract vehicles, procurement processes and applicable FAR/DFARS and accreditation requirements .
• Maintain an accurate, disciplined pipeline and forecast in Salesforce .
• ⚖️ Lead commercial negotiations and work with internal leadership to structure compelling, profitable enterprise agreements.

What We're Looking For

We're looking for a proven Federal enterprise seller , not someone learning the government market for the first time.

• ️ 5+ years of successful direct Federal sales experience , ideally with the Department of the Navy, USN or USMC — military service within the Department of War is also highly relevant.
• ⚓ Deep understanding of the Department of the Navy's organization, mission, budgeting and acquisition processes .
• A demonstrated history of personally closing individual Federal software deals exceeding $1M in ARR .
• Proven ability to build and execute successful Federal enterprise sales campaigns and consistently deliver against quota.
• Strong executive presence and the ability to communicate complex technology to senior government leaders.
• Experience working across SIs, resellers, partners and government stakeholders .
• Strong understanding of Federal procurement, contracting vehicles and government buying processes.
• Salesforce experience and strong pipeline/forecasting discipline.
• Bachelor's degree or equivalent experience.
• Current Secret clearance or ability to obtain one ; TS-SCI is a plus.
• Ability to work from the Arlington, VA office at least one day per week .

Why This Role?

• $300K–$340K OTE with a 50/50 compensation structure.
• ⚓ Own a high-priority Department of the Navy territory with significant whitespace and enterprise potential.
• Sell technology at the intersection of AI, national security, defense and law enforcement .
• ️ Work directly with senior government stakeholders and influence strategic mission outcomes.
• ⚡ Join a high-energy, rapidly growing technology company where experienced sellers have meaningful ownership and visibility.
• Flexible hybrid environment with strong autonomy.
• Comprehensive benefits including medical, dental, vision, disability, FSA/HSA, EAP and wellness programs.
• Unlimited PTO , 13 paid holidays and 401(k) with company match.

Ready to Make an Impact?

If you're a Federal seller who has consistently won large, complex government software deals and knows how to navigate the Navy buying environment, this is an opportunity to take on a highly visible territory with a company operating at the cutting edge of AI and national security .