Federal Account Executive

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Formulate and implement a federal sales strategy to meet revenue targets across designated agencies, accounts, and government contractors.

• Recognize and assess federal opportunities pertaining to industrial reliability, predictive maintenance, facilities, infrastructure, and mission-critical equipment.

• Establish and nurture relationships with agency program leaders, technical stakeholders, contracting personnel, systems integrators, prime contractors, and channel partners.

• Develop account plans and capture strategies, encompassing opportunity qualification, stakeholder mapping, competitive positioning, teaming decisions, and bid/no-bid evaluations.

• Track federal procurement activities, agency priorities, forecasts, sources-sought notices, RFIs, RFPs, and other pertinent opportunities.

• Collaborate and contribute to responses for government solicitations, proposals, capability statements, demonstrations, and customer inquiries.

• Identify suitable procurement pathways and teaming opportunities to assist federal clients in assessing and acquiring Waites’ solutions.

• Convey Waites’ products and services to technical audiences and executive decision-makers, linking equipment monitoring to enhanced uptime and minimized unplanned maintenance.

• Position the appropriate Waites FedRAMP-certified cloud service offering in conjunction with technical and security teams, addressing customer inquiries regarding its scope and status.

• Collaborate with Product, Engineering, IT/Security, Legal, Operations, and Sales leadership to evaluate customer requirements and facilitate effective federal deployments.

• Maintain precise account plans, opportunity records, forecasts, and federal pipeline reports in the company’s CRM.

• Report directly to the Chief Revenue Officer.

• Travel approximately 30% to support federal business objectives.

⛳️ Requirements

• 7+ years of proven B2B enterprise sales or business development experience, with substantial experience in the U.S. federal market.

• Extensive, established, and active network of connections with government Systems Integrators (SIs), prime contractors, federal agencies, and key industry decision-makers.

• Demonstrated capability to leverage existing relationships to create new opportunities, foster strategic partnerships, and close significant business deals.

• A consistent track record of achieving or surpassing sales targets while developing and closing complex, high-value enterprise opportunities.

• Strong comprehension of federal procurement processes, government contracting, capture strategies, and relevant procurement channels.

• Experience collaborating with prime contractors, Systems Integrators, resellers, and other government channel partners to drive revenue.

• Proficient knowledge of federal contracting terminology and market intelligence tools, including SAM.gov or similar platforms.

• Ability to articulate complex technical solutions in terms of business value, operational impact, and mission outcomes.

• Strong analytical, communication, negotiation, and organizational skills.

• Comfortable working independently in a dynamic, entrepreneurial environment with a high level of accountability.

• Willingness to travel approximately 30%, with reasonable access to a major airport.

• Experience selling industrial IoT, predictive maintenance, condition monitoring, reliability, asset management, facilities technology, or related industrial solutions.

• Established relationships within federal agencies and contractor organizations responsible for facilities, infrastructure, industrial operations, maintenance, or mission-critical assets.

• Experience in developing and expanding business through large federal Systems Integrators and prime contractors.

• Familiarity with FedRAMP and how authorized cloud service offerings are evaluated and utilized by federal customers.

• Experience supporting federal proposals, contract vehicles, teaming agreements, and subcontracting relationships.

• Proven experience successfully scaling an initial customer deployment into a larger enterprise relationship.

• Must have authorization to work in the U.S.; sponsorship is not available.

• High intellect and strong analytical capabilities.

• Innovative and motivated to continuously improve.

• Non-bureaucratic, adaptable, and capable of thriving in a fast-paced environment.

• Positive energy and attitude towards people and problem-solving.

• Balance of humility, strong work ethic, and interpersonal skills.

• Genuine humanity.

• “Can Do” mentality.

🏝️ Benefits

• Attractive base salary with an excellent commission structure.

• Competitive base salaries and generous commissions.

• Significant earning potential.

• Opportunity to make a meaningful impact and grow professionally.

• Flexible, customer-focused, entrepreneurial work culture.