Account Executive - Federal

Job Description

Job Description

Position Overview

We're looking for a results-driven Account Executive to grow our federal business and expand our footprint across U.S. government agencies. You'll own the full sales cycle, helping agencies adopt our data, AI, and analytics platform to solve mission-critical challenges. This role requires deep experience navigating federal procurement, building senior-level relationships, and closing complex, high-value deals. You'll work closely with internal teams and partners to align solutions with agency priorities and deliver measurable impact.

If you thrive in complex environments and know how to turn government interest into signed contracts, this role was built for you.

Key Responsibilities

• Federal New Business Development: Identify, qualify, and close new logo opportunities across U.S. federal agencies (civilian, DoD, intelligence, or defense).

• Agency Engagement: Build and maintain relationships with key government stakeholders including program managers, contracting officers, CIOs, CTOs, and mission owners.

• Solution-Based Selling: Translate mission problems into compelling solutions using our AI and data platform. Show them the "why should I care" in 30 seconds or less.

• Pipeline Ownership: Build and manage a qualified federal pipeline, tracking everything from early-stage interest to funded opportunity.

• Procurement Navigation: Understand and operate within federal acquisition frameworks (FAR/DFARS, IDIQs, BPAs, GWACs, SBIR/STTR, etc.).

• Partner Strategy: Work with government integrators, resellers, and strategic partners to expand reach and accelerate deal flow.

• Proposal & RFP Support: Collaborate with internal teams on responses, pricing, positioning, and compliance elements for government bids.

• Market Intelligence: Track federal budget cycles, approved programs, agency priorities, and competitor positioning.

• CRM & Reporting: Maintain accurate activity, pipeline, and forecasting data in the CRM (Salesforce/HubSpot or equivalent).

• Revenue Performance: Consistently meet or exceed federal sales targets and defined KPIs.

Required Qualifications

• 10+ years in enterprise or federal sales, with direct experience selling into U.S. government agencies

• Proven track record of closing 6–7 figure federal deals

• Strong understanding of federal procurement processes and contract vehicles

• Existing relationships inside federal agencies, integrators, or primes

• Exceptional communication, negotiation, and executive presence

• Comfortable working complex, multi-stakeholder deals from concept to contract

• Experience selling AI, data, analytics, SaaS, or emerging tech into government

• Familiarity with DoD, IC, DHS, or civilian agency buying patterns

• Active clearance (or ability to obtain one)

• Experience working with partners like Booz, Lockheed, Accenture Federal, etc.

Attributes for Success

• Competitive and persistent without being annoying

• Comfortable operating in ambiguity and long timelines

• Highly organized and self-directed

• Strategic thinker who can also execute

• Takes ownership like it's their company (because that's how winners operate)