Federal Account Executive

Job Description

Job Description

Remote (Washington, D.C. / Northern Virginia required) · Full-time Compensation: $100,000–$150,000 base · OTE $200,000–$300,000 + competitive equity

About the Company

Our client is an AI governance and cybersecurity company protecting the world's most advanced LLM deployments. It delivers auditable AI guardrails, hallucination checks, red-teaming, and observability so organizations can productionize AI with confidence. It serves Fortune 500 customers and supports customers of the major AI labs. On the federal side, it holds a seven-figure Direct-to-Phase 2 contract with the US Army and works directly with the Army's AI operations group integrating AI systems across the force.

Founded 2021 · Industry: AI Governance / Cybersecurity

The Role

As Federal Account Executive, you'll build the client's federal sales motion from the ground up — owning pipeline, capture campaigns, and deal closure across the Department of Defense and Intelligence Community. You'll report to the Federal Implementation Leader and work without SDR support. This is not a civilian-agency role; the two federal beachheads are the Army and Air Force, and the ideal candidate has sold software or cybersecurity products directly into one or both.

Requirements

• 5–10 years of federal government sales experience
• A proven track record closing seven-figure federal deals
• Deep knowledge of FAR/DFARS, OTA, and DoD acquisition processes
• An established network in DoD, defense innovation, or federal civilian agencies
• US citizenship and background check required
• Direct DoD/IC (non-civilian) selling experience into the US Army, Air Force, or IC — civilian-only backgrounds will not be considered
• Working knowledge of SBIR/STTR and the DoD budgeting cycle
• Able to build pipeline from scratch and close seven-figure deals without SDR support
• Able to translate technical AI/ML, data-security, and cloud solutions into clear mission outcomes
• Excellent written and verbal communication, including briefing senior leaders and building consensus
• Based in the Washington, D.C. / Northern Virginia area, available for impromptu events and meetings
• Willing to travel 25–30%

Nice to Haves

• An active network within DoD, the Army, or the Intelligence Community
• Has closed seven-figure federal deals independently
• Experience responding to RFPs/RFIs for AI or cybersecurity solutions
• An active or pathway-to Secret / Top Secret SCI clearance
• Prior startup experience, comfortable with autonomy and fast-moving environments

Why Join

• Own the federal GTM from zero: build the entire federal sales motion — pipeline, capture campaigns, and deal closure across DoD and the IC
• Real traction to sell into: a seven-figure Army contract and direct work with the Army's AI operations group give an immediate beachhead
• World-class backing and advisors, including senior former defense and government leaders
• Comp upside: $200K–$300K OTE plus competitive equity, with ground-floor ownership of the federal book

Details

• Location — Remote (Washington, D.C. / Northern Virginia required)
• Work policy — Remote with regional presence; 25–30% travel
• Compensation — $100,000–$150,000 base · OTE $200,000–$300,000 + competitive equity
• Visa sponsorship — Not available; US citizenship required
• Employment type — Full-time