Federal Account Executive – AE

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

📋 Description

• Develop and implement account and capture strategies targeting DoD, IC, and federal civilian agencies.

• Identify and connect with key stakeholders across program offices, engineering leadership, and contracting teams.

• Initiate outbound prospecting efforts that align with mission priorities, budget cycles, and funded programs.

• Collaborate with Government Relations and Demand Generation teams to create early demand and position Istari within emerging opportunities.

• Assess opportunities based on alignment with mission objectives, technical feasibility, funding availability, and acquisition pathways.

• Manage the complete federal sales cycle from the first engagement to contract award.

• Conduct discovery sessions to grasp mission objectives, engineering challenges, and program limitations.

• Work alongside Solution Architects to design compliant architectures and carry out proofs of value.

• Formulate deal strategies that align with federal acquisition pathways (SBIR, OTA, IDIQ, BPA).

• Create business cases linked to mission effectiveness, engineering speed, and cost efficiency.

• Navigate intricate stakeholder environments spanning programs, engineering, and contracting.

• Lead pricing strategies, proposal development, and negotiations.

• Collaborate with Government Relations, Contracts, Legal, Finance, Product, and Engineering teams.

• Provide insights on federal requirements and contribute to federal go-to-market strategies and capture plans.

• Establish trusted relationships with program managers, engineering leaders, and contracting stakeholders.

• Drive the transition from pilot projects to programs of record and promote enterprise adoption.

• Align account growth strategies with mission priorities and budget cycles.

• Position Istari as a fundamental infrastructure for secure digital engineering.

⛳️ Requirements

• 5–10+ years of experience in quota-carrying enterprise or federal sales.

• Proven experience selling to DoD, IC, or federal civilian agencies.

• Familiarity with federal acquisition processes (SBIR, OTA, IDIQ, BPA).

• Demonstrated success in closing complex, multi-stakeholder federal deals.

• Exceptional skills in discovery, qualification, and consultative selling.

• Ability to convert technical workflows into persuasive business value for engineering-centric organizations.

• Strong written and verbal communication abilities; outstanding presenter and storyteller.

• High level of ownership, persistence, and adaptability in a fast-paced, early-stage environment.

• Proficient outbound prospecting skills and capacity to build a territory from scratch using existing use-cases/connections at Istari.

• Team player mentality.

• Experience with major DoD branches or IC agencies.

• Experience in transitioning programs from pilot to program of record.

• Familiarity with IL2–IL6 environments, FedRAMP, or ATO processes.

• Knowledge of engineering software ecosystems, including PLM (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms.

🏝️ Benefits

• Bonuses

• Equity

• Comprehensive benefits package