Federal Key Account Executive

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

📋 Description

• Pipeline Generation & Qualification (~30%) Develop and implement the territory strategy. Conduct outbound prospecting towards innovation units and mission sponsors. Assess opportunities in alignment with the Ideal Customer Profile (ICP), maintain a 3x pipeline coverage, and collaborate with marketing on events.

• Capture & Close (~55%) Oversee capture planning and contract vehicle strategies (SBIR/STTR, CSO, OTA, BOA, direct award). Assemble and lead deal teams, utilizing Product & Engineering for demonstrations and Managed Services for credibility in delivery. Create proposals and RFP responses, followed by negotiations and closures with Contracting Officers.

• Handoff & Intelligence (~15%) Provide a handoff memo within 10 business days, approved by the Account Manager, Program Manager, and Customer Success Manager. Keep CRM data updated weekly and submit a weighted forecast on a monthly basis. Collect market intelligence and refer named-account opportunities to the Account Manager.

• Federal Sales Identify, qualify, and capture new opportunities through proactive prospecting, participation in industry days, and engagement with defense innovation organizations throughout the Department of War and beyond.

• Cultivate and sustain executive relationships with Program Managers, Contracting Officers, Chiefs of Staff, Innovation Leads, and other decision-makers and key influencers across each account.

• Direct a consultative sales process that converts mission challenges into quantifiable platform outcomes, progressing opportunities through the entire federal sales cycle.

• Set revenue and margin objectives for each account and execute an Annual Account Growth Plan that aligns with federal fiscal year planning, funding sources, and program milestones.

• Collaborate with prime contractors, systems integrators, and channel partners to broaden reach through teaming arrangements and subcontracts.

• Develop and manage a qualified pipeline of federal opportunities, meticulously tracked in the company CRM with precise forecasts and next steps.

• Shape opportunities in line with Department of War spending cycles and customer needs; simultaneously provide internal business recommendations for contract vehicle onboarding and positioning to secure future work.

• Lead or assist in capture activities, encompassing opportunity qualification, win strategy, competitive analysis, teaming decisions, and pricing-to-win. Contribute to proposal development alongside capture, product, and leadership teams, including the writing and review of technical, management, and past-performance content.

• Stay current on FAR, DFARS, OTAs, and other federal procurement trends that affect purchasing behavior.

• Act as the executive sponsor for designated federal accounts, ensuring customers achieve measurable mission value from NetworkOS and CrowdVector. Collaborate closely with our Mission Success and Customer Success teams to ensure seamless onboarding, robust adoption, and readiness for renewal.

• Conduct executive briefings, QBRs, and program reviews with senior government and industry stakeholders. Educate customers on the complete Collaboration.Ai product suite, including new releases and federal-specific capabilities. Gather and relay customer feedback to product, engineering, and operations teams to enhance fit for federal and defense applications.

• Provide strategic guidance on optimizing innovation and collaboration processes for defense and federal missions, utilizing Collaboration.Ai methodologies and platforms.

• Analyze customer needs, mission priorities, and stakeholder dynamics to propose tailored approaches that enhance sales planning and forecasting.

• Maintain a comprehensive understanding of the defense innovation ecosystem, key competitors, and emerging mission requirements, sharing insights with the broader Collaboration.Ai team.

• Collaborate with sales leadership, marketing, product, mission success, and customer success teams to ensure a cohesive customer experience.

⛳️ Requirements

• A minimum of 5 years in B2G (business-to-government) account management, capture, or federal sales experience.

• Proven experience in selling SaaS or technology platforms to the U.S. Department of Defense/War, military services, or federal civilian agencies.

• Familiarity with the federal procurement process, fiscal year cycles, funding sources, and common contract vehicles.

• Experience in navigating relationships with prime contractors, systems integrators, and federal program offices.

• Excellent written and verbal communication skills, with a demonstrated ability to present and influence credibly at executive and senior government levels.

• Strong project and pipeline management discipline, including precise forecasting and CRM maintenance.

• Experience utilizing AI tools to streamline research, enhance communication, draft proposal content, and improve overall efficiency in a SaaS or federal sales context.

• Ability to excel in a fast-paced, dynamic, early-stage environment with minimal supervision.

• U.S. citizenship is required.

• Willingness to travel occasionally for company and customer engagements.

🏝️ Benefits

• Competitive salary and 401K plan.

• Comprehensive medical, dental, vision, life, and disability insurance.

• Flexible work schedule.