Federal Sales Account Manager

Federal Sales Account Manager

Salary: $140,000 - $200,000 per year

Location: Atlanta, GA

Minimum Degree:

Relocation Assistance: Not Available

Position Summary

We are seeking an experienced Federal Sales Account Manager to develop and expand sales opportunities for technical video distribution and streaming solutions across U.S. federal, military, intelligence, and defense markets.

The ideal candidate brings established relationships within federal agencies, defense contractors, prime contractors, and system integrators, along with a proven ability to develop complex technical sales opportunities.

This individual contributor role partners with sales engineering, inside sales, marketing, customer success, and leadership to build a qualified pipeline and support customers through evaluation, purchase, and deployment.

Key Responsibilities

• Identify and pursue target accounts for video encoders, decoders, transcoders, OEM boards, and IP video distribution solutions.
• Develop opportunities supporting ISR video dissemination, deployable systems, military vehicles, and manned or unmanned airborne platforms.
• Build relationships with military and special operations organizations, federal agencies, defense primes, system integrators, and channel partners.
• Lead customer outreach, meetings, product introductions, demonstrations, and evaluations.
• Partner with federal presales engineering to understand requirements and propose effective technical solutions.
• Manage quotations, opportunity activity in Salesforce, and the sales process through purchase order and close.
• Support existing customers, successful deployments, and long-term account growth.
• Develop channel relationships and collaborate with inside sales on account penetration strategies.
• Contribute to strategic federal market initiatives, trade shows, conferences, and industry events.

Qualifications & Experience

• 5+ years of relevant sales experience selling technical products or solutions into federal, military, defense, or comparable markets.
• Established professional network within federal government, military, defense, or related organizations.
• Experience navigating government contracts and complex, multi-stakeholder sales cycles.
• Experience engaging defense prime contractors, systems integrators, and channel partners.
• Strong technical aptitude; familiarity with video encoding, decoding, IP video distribution, or similar solutions is beneficial.
• Proven success with prospecting, relationship development, pipeline growth, and closing opportunities.
• Excellent communication, presentation, planning, and organizational skills.
• Ability to work independently and collaborate with cross-functional technical and commercial teams.

Compensation & Earnings Potential

• Anticipated base salary of $120,000–$140,000 annually, with flexibility above the range based on candidate experience.
• At a $140,000 base salary, anticipated on-target earnings (OTE) are approximately $200,000, including approximately $60,000 in additional variable earnings.
• Variable compensation may generally represent an additional 25–35% of base salary, depending on experience and location. Actual incentive earnings depend on the applicable compensation plan.

Work Environment & Travel

• Remote position based in North America.
• Travel is expected to average approximately 30–40%, with occasional increases based on business needs.
• Travel may include customer meetings, product demonstrations, evaluations, conferences, and trade shows.