Senior Account Executive - GovTech

Location: Arlington, VA or New York, NY

Work Model: Hybrid — 4 days in office

Employment Type: Full-time

Experience: 2–5 years

Compensation: $120K–$150K Base | $240K–$300K OTE + Equity

About the Role

We are looking for 2–3 Account Executives to join a rapidly growing AI technology company transforming how businesses navigate and win government contracts. The company has raised $42M and its customers won more than $5B in government contracts in 2025. Its AI-powered platform supports businesses throughout the government contracting lifecycle and is used by major government contractors as well as growing mid-market companies. You'll join a high-performing sales organization and work closely with the leadership team as the company continues to scale.

What You'll Do

• Own the full sales cycle from discovery through negotiation and close.

• Conduct compelling software demos and communicate the value of a complex AI platform.

• Build relationships with C-level executives, Heads of Growth, and other senior decision-makers.

• Sell a platform product with $50K+ ACVs.

• Develop expertise in government procurement, contracting workflows, and the platform.

• Partner with the engagement team to ensure a smooth customer onboarding experience.

• Build and manage a strong pipeline while consistently working toward ambitious revenue targets.

• Share customer feedback and market insights with Product and Engineering teams.

• Work alongside an experienced team of Account Executives in a fast-growing sales organization.

What We're Looking For

• 2–5 years of experience in a full-cycle B2B SaaS/software sales role.

• Proven experience closing deals — this is not an SDR/BDR-only role.

• Experience selling a complex software or platform product.

• Experience selling deals with $50K+ ACVs.

• Strong experience delivering software demos.

• Experience selling to senior stakeholders, including CEOs, CTOs, CFOs, Heads of Growth, and other executives.

• Strong discovery, communication, negotiation, and relationship-building skills.

• Curious and capable of quickly learning new industries, terminology, and workflows.

• A consistent track record of performance and meaningful tenure.

Nice to Have

• Experience selling into government, federal, defense, or procurement organizations.

• Familiarity with government contracting or procurement workflows.

• Military or defense industry experience.

• Experience at a government or defense technology company.

• Exposure to federal sales or government contracting processes.

Who This Role Isn't For

• Candidates with only SDR/BDR experience and no closing responsibility.

• Candidates whose sales experience is exclusively focused on low-ACV deals, particularly <$10K.

• Candidates with multiple short tenures of less than two years.