Account Executive

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Design and implement a long-term sales strategy aimed at penetrating and expanding our presence within key federal agencies, with a particular emphasis on the VA.

• Oversee the complete sales process—from initial prospecting and technical qualifications to the development of sophisticated proposals, pricing strategies, and closing deals.

• Foster and sustain high-level partnerships with federal program officers, contracting officers, and key stakeholders to ensure alignment with long-term mission objectives.

• Collaborate with legal, finance, and technical teams to navigate intricate regulatory requirements and confirm that all solutions adhere to stringent federal compliance standards.

• Keep abreast of federal procurement trends (FAR/DFARS) and changes in contract vehicles (GSA, GWAC, IDIQ) while representing the company at significant government-focused conferences and industry events.

⛳️ Requirements

• A minimum of 8 years of Business-to-Government (B2G) sales experience, with a proven track record of meeting or exceeding quotas within the federal sector.

• Comprehensive knowledge of the federal acquisition lifecycle, including hands-on experience utilizing various contract vehicles and navigating complex agency bidding procedures.

• Proven success in selling intricate technical solutions (SaaS, PaaS, or IT services) in highly regulated governmental environments.

• Exceptional negotiation and interpersonal abilities, capable of translating technical capabilities into "mission-first" value propositions for federal clients.

• Bachelor's degree in Business, Public Administration, or a related field, or equivalent practical experience in federal business development.

• Established, high-trust relationships within the VA and with major Government Wide Acquisition Contract (GWAC) holders and System Integrators.

• Familiarity with FedRAMP, NIST standards, and data privacy frameworks essential for federal health and defense deployments.

• Specific experience navigating the unique decentralized structure of the Veterans Integrated Service Networks (VISNs) or similar organizations.

• Advanced proficiency in Salesforce or similar CRM tools for managing complex, multi-year pipeline tracking and forecasting.

• Experience in developing "Capture Plans" for large-scale IDIQ or task order opportunities.

• Eligible candidates must not require employer-sponsored work authorization now or in the future for employment in the United States.

🏝️ Benefits

• Bonus

• Equity

• Benefits