Federal Enterprise Account Executive

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

📋 Description

• Take ownership of the complete sales process, from agency and prime/sub prospecting and initial discovery, through procurement, contract negotiation, and securing new federal logos.

• Proactively engage with targeted federal agencies, defense/DoD accounts, and government-related industrial organizations.

• Conduct thorough technical discoveries and create compelling business cases that demonstrate ROI and operational impact for government stakeholders.

• Identify, map, and cultivate champions within multi-stakeholder agency environments, inclusive of program, procurement, and technical evaluators.

• Navigate federal contracting mechanisms, set-asides, and procurement pathways such as GSA Schedules, SEWP, GWACs, and IDIQs.

• Collaborate with capture and proposal teams to address RFIs, RFPs, and sources-sought notices.

• Maintain a disciplined, predictable pipeline and provide accurate forecasting within HubSpot CRM.

• Overcome procurement, security, and legal obstacles, and negotiate high-value agreements with government entities.

⛳️ Requirements

• A minimum of 5 years of experience selling to federal, state, or local government accounts, demonstrating a solid and consistent record of achievement.

• A strong focus on acquiring new logos within government or highly regulated industries.

• In-depth understanding of federal procurement processes, contract vehicles, and compliance requirements (familiarity with FAR/DFARS is a plus).

• Skilled in utilizing a CRM for account analysis and opportunity management.

• Strategic mindset with an emphasis on revenue growth and market expansion within the public sector.

• Exceptional interpersonal and negotiation skills, capable of building trust among agency stakeholders.

• Ability to secure and maintain any necessary security clearance or badging required for the position, if applicable.

• Willingness to travel up to 25-40% based on account footprint.

• Experience in SaaS, Industrial/IoT, or defense-industrial sales.

• Established relationships with federal agencies, primes, or SLED accounts.

• Familiarity with the Shipley Capture Process, MEDDPICC, Command of the Message, or other structured sales enablement methodologies.

• Knowledge of GSA Schedules, SEWP, or other federal contract vehicles.

• Active security clearance or eligibility for clearance.

🏝️ Benefits

• Competitive Compensation

• Premium Medical, Dental, and Vision Coverage

• Paid Time Off (PTO): 15 Days

• 401(k) Retirement Plan

• Wellhub Membership - Access to a variety of gyms and training programs.

• Long-Term Benefit - After four years of service, receive a fully funded trip to any destination worldwide.