Senior Account Executive – Federal Defense and Intelligence

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

📋 Description

• Lead the acquisition of new customers through focused outbound initiatives, engagement with senior leaders, and fostering relationships within U.S. Federal Defense and Intelligence sectors.

• Create and implement a sales strategy for the U.S. Department of War, Combatant Commands, and other national security departments.

• Serve as a trusted advisor and thought leader to national security professionals and potential clients by comprehending their objectives and crafting AI solutions that provide quantifiable value.

• Collaborate closely with channel partners, particularly Distributors, VARs, and major system integrators to enhance outreach, expedite adoption, and ensure customer success.

• Utilize senior-level connections with executives and government decision-makers to cultivate strategic opportunities and forge enduring partnerships.

• Work alongside Product and Engineering teams on critical initiatives to deliver enterprise and public-sector solutions.

• Team up with SDRs and Marketing to stimulate top-of-funnel activities and promote overall territory growth.

• Manage the entire sales process, including discovery, technical and business validation, proof-of-concept, procurement, and closure of deals in a collaborative selling environment.

⛳️ Requirements

• Over 10 years of direct sales experience in the public sector within the U.S. Defense and Intelligence communities, demonstrating a successful history of achieving $5M+ annual quotas.

• In-depth understanding of federal procurement processes and decision-making frameworks, with experience collaborating with resellers, VARs, and distributors.

• A well-established network in the D.C. metropolitan area, including federal agencies, prime contractors, and industry associations (e.g., AFCEA, AUSA).

• Proven experience in selling SaaS, AI/ML, or enterprise software solutions to government clients.

• High comfort level with ambiguity, demonstrating both strategic thinking and hands-on operational capabilities to build markets from scratch.

• Strong organizational abilities to manage multiple internal and external stakeholders across rapidly evolving deals.

• Creative mindset with robust technical skills to create unique, mutually advantageous partnerships.

• Exceptional communication skills, with the ability to listen intently, grasp the priorities of senior decision-makers, and confidently present to both technical and non-technical audiences.

• Must reside in Washington, D.C., Maryland, or Virginia, with a willingness to travel (25-35%).

🏝️ Benefits

• A weekly lunch allowance of $75/£75 or the equivalent in your local currency for meals.

• Comprehensive health and dental coverage, including a dedicated budget for mental health services.

• RRSP matching, 401K, and Pension Scheme options.

• 100% top-up for Parental Leave for up to 6 months, applicable to either parent.

• Annual enrichment benefits that cover arts & culture, fitness/wellness, quality time, and workspace improvement credits.

• Education and learning stipend for attending conferences, courses, and coaching opportunities.

• Six weeks of paid vacation (30 working days!).

• Budget allocated for travel to other offices if you are working remotely, in addition to an annual company offsite.