Senior Account Executive – Federal Civilian

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

📋 Description

• Spearhead and expand a strategic Federal Civilian territory.

• Lead intricate, consultative sales initiatives that assist agency leaders in modernizing data architectures, complying with federal data requirements, and securely implementing enterprise AI/ML solutions at scale.

• Assume complete responsibility for a key agency territory.

• Create detailed go-to-market strategies and drive annual revenue growth.

• Act as a trusted advisor to senior federal executives, including CIOs, CDOs, CISOs, CTOs, and Program Managers.

• Formulate and implement comprehensive territory strategies and business plans aimed at key Federal Civilian agencies.

• Generate new pipelines and enhance the existing customer base.

• Manage complex sales cycles for enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments.

• Utilize the MEDDPPICCC sales qualification methodology to oversee pipeline management, opportunity qualification, quarterly revenue forecasting, and accelerate deal velocity.

• Navigate federal procurement processes with contracting officers, prime contractors, system integrators, and channel partners across various federal contract vehicles like SEWP and GSA.

• Collaborate with Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support teams.

• Build and maintain trusted relationships with C-suite executives, senior agency decision-makers, and industry partners in both greenfield and expansion accounts.

⛳️ Requirements

• 5–10+ years of comprehensive, full-cycle enterprise software sales experience delivering technology solutions to the U.S. Federal Civilian market.

• Proven track record of consistently meeting and exceeding annual sales quotas in complex, enterprise-level sales settings.

• Knowledge of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration is preferred.

• Strong demonstrated proficiency in MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.

• Existing network of relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics) and government resellers within the FedCiv sector.

• Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).

• Bachelor’s degree (BA/BS) or equivalent practical/military experience.

• Entrepreneurial mindset with the ability to thrive in a fast-paced, high-growth environment while demonstrating autonomy and accountability.

• Strong passion for helping federal agencies utilize technology to protect, serve, and innovate for the public good.

• Capacity to drive results while promoting team cohesion, alignment, and shared success among internal and external partner teams.

🏝️ Benefits

• Generous PTO Policy.

• Unplugged Days to promote work-life balance.

• Flexible Work From Home Policy.

• Mental & Physical Wellness programs.

• Phone and Internet Reimbursement program.

• Access to Continued Career Development.

• Comprehensive Benefits and Competitive Packages.

• Paid Volunteer Time.

• Employee Resource Groups.