Federal Account Executive

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Manage an assigned agency territory encompassing DoD, Civilian, or Intelligence Community accounts while achieving a combined quota for products and services.

• Independently generate a sales pipeline and expand the territory through new business initiatives.

• Promote high-margin professional services, staff augmentation, and managed services in conjunction with hardware and software resale.

• Utilize Federal contract vehicles such as GSA MAS, NASA SEWP V/VI, NITAAC CIO-CS and CIO-SP4, GSA Alliant 2/OASIS+, along with agency BPAs/IDIQs for sales.

• Develop teaming and capture strategies, including defining prime and sub roles, establishing teaming agreements, and forming set-aside partnerships.

• Collaborate with OEM Federal teams, including Cisco, Dell, HPE, NetApp, Palo Alto, VMware/Broadcom, NVIDIA, Microsoft, and AWS.

• Manage the entire procurement process from RFI/RFQ/RFP to pricing, capture, and forecasting using Salesforce.

• Build relationships throughout the Federal fiscal year and finalize deals during the peak spending period from July to September.

• Ensure compliance with FAR/DFARS, FedRAMP, CMMC, NIST 800-171/800-53, Section 889, and TAA/supply-chain regulations.

⛳️ Requirements

• Over 5 years of experience in quota-carrying Federal IT sales with a proven track record of success.

• Proven hunter mentality with experience in generating new business opportunities.

• Background in selling Federal IT technology, including resale of professional and/or managed services.

• Capability to lead business-level discovery for ongoing managed services.

• Familiarity with Federal acquisition, procurement processes, contract vehicles, partner/channel models, and complex sales cycles.

• Established relationships within Federal agencies, program offices, acquisition communities, OEM/cloud partner teams, or the wider Federal technology landscape.

• Strong commercial insight related to pricing, margin, deal strategy, and forecasting discipline.

• Excellent communication, relationship-building, negotiation, and presentation skills at the executive level.

• Must be authorized to work in the United States.

• Ability to meet government customer access requirements and potentially obtain a security clearance.

• Preferred: experience in Federal Civilian, DHS, HHS/Health, VA, DoD, Intelligence Community, or other strategic Federal markets.

• Preferred: history of attaching recurring managed services.

• Preferred: strong relationships with OEM and cloud providers.

• Preferred: experience in Federal capture, teaming, partner strategy, and competitive pursuits.

• Preferred: relevant security clearance, OEM/cloud accreditations, or technical sales certifications.

🏝️ Benefits

• Uncapped commission opportunities.

• Accelerators available for top performers.

• Performance-driven variable compensation structure.