FEDERAL ACCOUNT EXECUTIVE -Remote, Washington D.C. / Northern Virginia
Build federal sales motion from the ground up, owning pipeline development, capture campaigns, and deal closure across the Department of Defense and Intelligence Community. Report directly to Federal Implementation Leader and work without SDR support, reaching out directly to system integrators, program offices, and government agencies.
This is not a civilian agency role—the company's federal beachheads are the Army and Air Force. The ideal candidate has sold software or cybersecurity products directly into one or both.
KEY RESPONSIBILITIES
• Lead capture campaigns end-to-end: pipeline development, positioning, teaming, proposal development, and contract execution
• Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations, including DIU and AFWERX
• Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines
• Close complex, multi-stakeholder federal sales cycles—navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships to secure contracts
• Network relentlessly at federal cybersecurity and AI events—building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond
• Bring market feedback to leadership to help shape federal strategy, positioning, and partnerships
MUST-HAVE REQUIREMENTS
• 5–10 years of experience selling cybersecurity, AI, or infrastructure software to the U.S. Federal Government (non-civilian agencies only: DoD or Intelligence Community)
• Direct experience selling into the U.S. Army, Air Force, or IC (civilian-only backgrounds will not be considered)
• Deep understanding of federal acquisition processes, FAR/DFARS, OTA, SBIR/STTR, and the DoD budgeting cycle
• Track record of building a pipeline from scratch and closing seven-figure deals without SDR support
• Ability to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes
• Established network within the defense innovation ecosystem, program offices, PEOs, acquisition commands, prime contractors, and system integrators
• Excellent written and verbal communication; experience briefing senior leaders and building consensus across diverse audiences
• Based in the Washington, D.C./Northern Virginia area; must be able to attend events and meetings on an impromptu basis
• U.S. citizenship required; must be able to pass a background check
• Willingness to travel 25–30% for conferences, on-site meetings, and industry events
Base salary: $100K–$150K | Total OTE: $200K–$300K depending on experience
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