Federal Account Executive

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

📋 Description

• Develop and implement account and capture strategies across the Department of Defense (DoD), Intelligence Community (IC), and federal civilian agencies.

• Identify and engage with key stakeholders within program offices, engineering leadership, and contracting teams.

• Drive outbound prospecting efforts aligned with mission priorities, budget cycles, and funded programs.

• Collaborate with Government Relations and Demand Generation to influence early demand and establish Istari's position in emerging opportunities.

• Evaluate opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathways.

• Manage the entire federal sales cycle from the initial engagement to contract award.

• Conduct discovery sessions to understand mission objectives, engineering challenges, and program constraints.

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

• Develop deal strategies that align with federal acquisition pathways such as SBIR, OTA, IDIQ, and BPA.

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

• Navigate complex stakeholder environments across program, engineering, and contracting sectors.

• Lead pricing strategies, proposal development, and negotiations.

• Collaborate with Solution Architects to achieve technical validation.

• Partner with Government Relations to align opportunities with funding and policy priorities.

• Work with Contracts, Legal, and Finance teams on proposals and compliance matters.

• Provide insights to Product and Engineering teams regarding federal requirements.

• Contribute to federal go-to-market strategies and capture plans.

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

• Drive the expansion from pilot projects to program of record and enterprise adoption.

• Align account growth with mission priorities and budget cycles.

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

⛳️ Requirements

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

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

• Familiarity with federal acquisition processes, including SBIR, OTA, IDIQ, and BPA.

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

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

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

• Strong written and verbal communication skills; exceptional at presenting and storytelling.

• High degree of ownership, persistence, and comfort in a dynamic, early-stage environment.

• Strong outbound prospecting abilities and capacity to build a territory from the ground up by leveraging existing use cases and connections at Istari.

• Team player.

• 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 tools (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms.

🏝️ Benefits

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