Federal Account Executive

Federal Account Executive

This is a high-impact sales role focused on growing technology solutions within the U.S. federal market. You will own a defined agency territory and drive revenue across infrastructure, cloud, cybersecurity, managed services, and professional services. The role is built for a true hunter who enjoys creating opportunities rather than managing an inherited book of business. You will navigate complex procurement environments, develop strategic partnerships, and collaborate with major technology vendors and channel teams. Success will require strong commercial judgment, persistence, and the ability to turn relationships and market knowledge into qualified pipeline and closed business. You will have significant ownership of territory strategy, forecasting, capture, and long-term account growth.

Accountabilities:

• Own and grow a defined federal agency territory across areas such as DoD, Civilian, or the Intelligence Community while achieving combined product and services revenue targets.
• Proactively generate new pipeline through prospecting, relationship development, territory planning, and direct engagement with federal agencies and stakeholders.
• Sell a combination of hardware, software, cloud, infrastructure, cybersecurity, professional services, staff augmentation, and managed services, with a strong focus on recurring and higher-margin services opportunities.
• Navigate federal contract vehicles and procurement pathways, including GSA MAS, NASA SEWP, NITAAC, Alliant, OASIS+, BPAs, and IDIQs, selecting effective routes to market and close opportunities.
• Develop capture and teaming strategies, including prime/subcontractor structures, teaming agreements, and set-aside partnerships that strengthen competitive positioning.
• Collaborate closely with OEM and cloud partner teams across leading technology ecosystems to develop joint opportunities, secure deal support, and maximize available partner incentives.
• Manage the full federal sales and procurement lifecycle, including RFI, RFQ, RFP, pricing, capture, negotiation, forecasting, and opportunity management within Salesforce.
• Build territory strategy throughout the federal fiscal year while capitalizing on year-end government spending cycles and maintaining consistent pipeline generation throughout the year.
• Maintain strong compliance and credibility when working within federal requirements and frameworks such as FAR, DFARS, FedRAMP, CMMC, NIST 800-171/800-53, Section 889, and TAA or supply-chain requirements.

Requirements:

• Bring 5+ years of quota-carrying Federal IT sales experience with a documented record of performance, including the ability to demonstrate quota attainment, bookings or revenue, gross profit, major wins, and personally originated business.
• Demonstrate a strong hunter mentality with experience creating net-new opportunities, opening previously undeveloped relationships, and building a territory rather than primarily managing an established customer base.
• Have hands-on experience selling Federal IT solutions such as hardware, software, cloud, infrastructure, or cybersecurity together with professional or managed services; purely product-focused, renewal-only, or account-maintenance backgrounds are not the target profile.
• Be capable of leading business-level discovery for recurring managed services, including defining the operating model, scope, service levels, outcomes, buyer, commercial structure, and contract term, while coordinating technical and operational resources through solution development and close.
• Possess working knowledge of federal acquisition and procurement processes, contract vehicles, partner and channel models, and complex public-sector sales cycles.
• Bring established relationships within federal agencies, program offices, acquisition organizations, OEM or cloud partner teams, or the broader federal technology ecosystem relevant to the assigned territory.
• Demonstrate strong commercial judgment, including an understanding of pricing, margins, deal strategy, forecast discipline, and the distinction between activity and genuinely qualified pipeline.
• Have executive-level communication, relationship-building, negotiation, and presentation skills, combined with the persistence required to create access where relationships do not yet exist.
• Experience selling into Federal Civilian, DHS, HHS/Health, VA, DoD, the Intelligence Community, or another strategic federal market is highly valuable.
• Experience developing or attaching recurring managed services such as service desk, cloud operations, FinOps, infrastructure operations, or cybersecurity operations is preferred.
• Strong relationships with major OEM and cloud ecosystems such as Cisco, Dell, HPE, NetApp, Palo Alto Networks, Broadcom/VMware, NVIDIA, Microsoft, AWS, or comparable technology providers are advantageous.
• Experience with federal capture, teaming, partner strategy, and competitive pursuits before the formal solicitation stage is preferred, along with relevant security clearances, OEM/cloud accreditations, or technical sales certifications.
• Be authorized to work in the United States and able to meet government customer access requirements, including obtaining a security clearance if required for the assigned business.

Benefits:

• Base salary ranging from $35,000 to $150,000 USD depending on experience and level.
• Uncapped commission structure with performance-based accelerators designed to reward strong sales performance.
• Full-time opportunity focused on the U.S. federal technology market.
• Significant ownership of a named federal territory, pipeline, sales strategy, and revenue performance.
• Opportunity to sell across infrastructure, cloud, cybersecurity, managed services, professional services, and technology solutions.
• Exposure to major OEM and cloud ecosystems and complex federal procurement and capture environments.
• Opportunity to build strategic relationships across federal agencies, technology partners, and channel organizations.
• High-impact, growth-oriented sales environment suited to competitive, self-motivated professionals with strong entrepreneurial drive.