Federal Account Executive

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

📋 Description

• Meet or surpass the annual sales quota outlined in the Sales Compensation Plan incentive agreement.

• Oversee the complete sales cycle from lead qualification and needs assessment to negotiation and closure, focusing on high-value, multi-year, multi-product deals, and professional services for key existing clients and new federal prospects.

• Actively engage with government C-Suite, agency leadership, procurement channels, key program stakeholders, and other executive decision-makers using consultative, account-based strategies while achieving target activity metrics.

• Conduct sales meetings and present compelling solution demonstrations to significant federal accounts, showcasing in-depth knowledge of the ImageTrend sales process and products relevant to their territory, along with a solid understanding of the value of complementary solutions across the portfolio.

• Effectively communicate and demonstrate ImageTrend’s value proposition, generating urgency, excitement, and enthusiasm among federal prospects to advance sales towards closure.

• Create and present precise sales forecasts through robust pipeline management and data hygiene, including capturing, updating, and reporting essential sales data in the CRM, Gong, or other systems, or providing data and territory reports to management as needed.

• Cultivate strong relationships both internally and externally, collaborating and communicating effectively with team members, colleagues, and stakeholders to identify revenue growth opportunities, develop sales strategies, retain and expand federal accounts, navigate complex sales cycles, share best practices or feedback for product improvements, and integrate ideas for team enhancement.

• Anticipate needs, prioritize tasks, and execute approved business strategies while reviewing territory planning progress with leadership to ensure goal achievement.

• Serve as a company ambassador with integrity and professionalism to aid lead development and strengthen relationships with ImageTrend clients, prospects, partners, and other external entities.

• Manage and coordinate the RFP and contracting processes for federal opportunities, collaborating with relevant stakeholders to ensure all necessary steps are completed and that deals progress through the sales cycle.

• Utilize strong Command of the Message skills and Force Management value frameworks to articulate ImageTrend’s value proposition, clarify customer challenges, connect differentiators to measurable outcomes, and enhance competitive positioning across complex federal sales opportunities.

• Attend and actively engage in meetings, including but not limited to recurring team meetings, training sessions, 1:1s with leadership, territory or pipeline reviews, Community Updates, Product or cross-functional updates, and any other required meetings.

• Keep abreast of federal policy, funding initiatives, legislative priorities, and market developments to anticipate agency needs, inform territory strategy, and discover new business opportunities.

• Stay informed about industry trends, competition, market opportunities, or other developments and provide insights or suggestions to help enhance products and processes.

• Adhere to departmental standards, workflows, SLAs, and other required metrics or processes.

• Travel to tradeshows, industry or company events, or other onsite meetings as necessary.

• Perform additional duties or tasks as assigned.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and relevant experience.

• Demonstrated full-cycle sales experience in a strategic or federal-level SaaS environment with extended sales cycles, preferably in the public safety or healthcare sectors.

• Exceptional written and verbal communication skills, with a proven ability to present, influence, negotiate, and persuade key stakeholders and executive-level decision-makers.

• Proven history of driving successful sales growth by managing and proactively developing a designated territory of high-value, key accounts with a strategic prospecting plan.

• Experience with MEDDICC Selling or another similar consultative sales methodology.

• Background in developing and executing long-term territory and agency growth strategies within a federal market context.

• Demonstrated proficiency in Force Management principles, including Command of the Message, value frameworks, and outcome-focused messaging.

• Ability to achieve high-value ASP consistently year over year while meeting growth, profitability, and retention targets.

• Proven capability to manage complex sales cycles involving multiple stakeholders with potentially competing priorities.

• Self-motivated and capable of working independently within a highly collaborative and team-oriented setting.

• Strong analytical and problem-solving skills with a proven ability to simplify complex concepts and tailor messages to different audiences.

• Technical proficiency to learn new systems and demonstrated experience using MS Office Suite, CRM, Gong, or other similar sales technology tools.

• Excellent time management and organizational skills, with a proven ability to thrive in a fast-paced environment and adapt to changing priorities or market conditions.

• Proven ability to share best practices with the team or others to elevate and accelerate organizational results.

• Strong ability to forecast an accurate sales pipeline utilizing data-driven insights.

• Ability to maintain confidentiality while handling proprietary and sensitive information.

• Enthusiasm for learning and expanding knowledge or skills.

• Strong work ethic, integrity, honesty, collaboration, and team orientation.

• Willingness to travel as needed, up to 50%.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development

• Bonuses

• Equipment allowances

• Wellness programs