Federal Account Executive (AE)

Position Overview:

• The Federal Account Executive drives new business and expansion across U.S. federal customers, owning the full sales cycle from pipeline development to contract award.
• They collaborate with Solution Architects, Government Relations, and Sales Operations to shape opportunities and navigate federal acquisition and budgeting processes.

Core Responsibilities:

• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies, identifying key stakeholders and driving outbound prospecting aligned to mission priorities and budget cycles.
• Manage the full federal sales cycle, conducting discovery, partnering with Solution Architects, and developing deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA).

Required Qualifications:

• 5–10+ years of quota-carrying enterprise or federal sales experience with a track record of closing complex, multi-stakeholder federal deals.
• Strong consultative selling and qualification skills, with the ability to translate technical workflows into business value for engineering-centric organizations.