Account Executive – Federal

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

📋 Description

• Take ownership of the complete federal sales process, including account planning, opportunity identification, procurement, award, and expansion.

• Establish connections with senior IT, Security, and mission leaders across various agencies.

• Provide guidance to customers on AI automation and IT modernization initiatives.

• Navigate the complexities of federal acquisition, budget cycles, funding sources, and procurement pathways.

• Develop and maintain relationships with resellers, systems integrators, and channel partners.

• Present demonstrations and business cases linked to mission outcomes, cost efficiencies, and workforce productivity.

• Collaborate with security and product teams to outline the federal compliance roadmap.

• Create standardized federal sales playbooks that encompass territory strategy, partner models, pricing, and contract structures.

• Represent Serval at federal industry events, agency briefings, and conferences.

• Ensure accurate forecasting and maintain Salesforce pipeline integrity.

• Work alongside founders, product, and security teams to establish the public-sector go-to-market strategy.

⛳️ Requirements

• Minimum of 6 years of full-cycle B2B SaaS sales experience.

• At least 3 to 4 years of direct sales experience with federal agencies.

• Consistent achievement as a top performer.

• Proven success in closing federal software deals.

• Experience with procurement cycles ranging from 6 to 18 months, as well as contract vehicles and partners.

• Established network within federal IT, Security, or modernization leadership.

• Expertise in at least one sector: Federal Civilian, Department of Defense, or Intelligence Community.

• Familiarity with federal acquisition processes, budget cycles, FedRAMP, and NIST standards.

• Skills in strategic account planning and multi-threading across program offices and stakeholders.

• Strong executive communication, presentation, negotiation, and storytelling abilities.

• High agency approach in unstructured settings.

• Willingness to travel frequently to customer sites and events.

• Active security clearance or eligibility to obtain one is preferred.

• Experience as an early-stage or founding federal seller, or in selling IT service management, identity, security, or automation platforms is preferred.

• Familiarity with FedRAMP or agency ATO processes is preferred.

• Experience in an early-stage, high-growth startup environment is preferred.

• Recognition such as President’s Club, being in the top 10%, or rapid promotions is preferred.

🏝️ Benefits

• Meaningful equity opportunities in the early stages.

• Comprehensive health insurance coverage.

• Flexible paid time off (PTO).

• Daily lunches and snacks provided.

• Access to an onsite gym.

• Regular team events and offsite gatherings.

• Opportunities for growth with an experienced team and supportive investors.