Principal Account Manager – Federal Civilian

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Take ownership of and implement account strategies for designated U.S. Federal clients, concentrating on enhancing adoption, growth, and retention within current agencies.

• Propel revenue growth by boosting platform adoption and expansion across various programs, bureaus, and mission areas.

• Oversee renewals, contract modifications, and expansion opportunities to ensure robust net revenue retention and enduring customer relationships.

• Create and uphold multi-year account plans that align with Federal mission priorities, IT modernization efforts, and budget timelines.

• Cultivate and maintain strong relationships with Federal IT, cybersecurity, acquisition, program, and mission stakeholders at multiple tiers.

• Act as the primary executive contact for assigned accounts, ensuring that customer goals align with solution outcomes.

• Collaborate closely with Account Technology Specialists, as well as Channel and Alliance partner organizations, to foster adoption and value realization.

• Ensure disciplined pipeline management, deal execution, and maintenance of forecasting accuracy across expansion and renewal opportunities.

• Navigate the Federal procurement landscape, compliance mandates, and contracting vehicles to facilitate timely customer results.

• Share customer insights and market feedback to inform go-to-market strategies, product roadmap priorities, and adoption initiatives.

⛳️ Requirements

• Over 7 years of experience in managing or selling enterprise technology solutions to U.S. Federal Government clients.

• Proven track record of driving adoption, expansion, and retention within established Federal Civilian accounts.

• Deep understanding of Federal procurement procedures, acquisition cycles, and contracting mechanisms.

• Demonstrated capability to manage complex, multi-stakeholder customer environments and lengthy sales cycles.

• Experience working collaboratively with technical teams, customer success organizations, and partners to achieve customer outcomes.

• Excellent communication, negotiation, and account planning abilities.

• Ability to function effectively within secure, regulated Federal environments.

• Bachelor’s degree is mandatory.

🏝️ Benefits

• Healthcare

• Life insurance

• Disability benefits

• 401(k) plan with company match