Federal Account Executive

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

📋 Description

• Manage a designated Federal agency territory encompassing DoD, Civilian, or Intelligence Community sectors.

• Meet and exceed a combined quota for products and services.

• Generate your own pipeline and develop new business prospects.

• Promote high-margin professional services, staff augmentation, and managed services alongside hardware and software sales.

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

• Formulate teaming and capture strategies, which include prime/sub roles, teaming agreements, and set-aside partnerships.

• Collaborate with OEM Federal teams and oversee deal registration, MDF, and partner incentives.

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

• Oversee sales activities throughout the Federal fiscal year and the Q4 end-of-year spending surge.

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

⛳️ Requirements

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

• Proven hunter mentality with a focus on creating new opportunities.

• Experience in selling Federal IT technology resale alongside professional and/or managed services.

• Ability to conduct business-level discovery for recurring managed services and coordinate technical and operational resources.

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

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

• Strong commercial acumen, pricing, margin management, deal strategy, and forecasting discipline.

• Proficient in executive-level communication, relationship-building, negotiation, and presentation skills.

• Experience in key Federal territories such as Federal Civilian, DHS, HHS/Health, VA, DoD, or the Intelligence Community.

• Proven history of creating or attaching recurring managed services.

• Strong connections with OEM and cloud partners across the specified technology ecosystems.

• Experience with Federal capture, teaming, partner strategy, and competitive pursuits.

• Must be eligible to work in the United States.

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

🏝️ Benefits

• Uncapped commission structure.

• Accelerators available for top performers.

• Compensation structure linked to performance.