Strategic Account Executive – Federal

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

📋 Description

• Take ownership of the Federal Civilian go-to-market strategy and establish named-account strategies for target agencies.

• Identify, qualify, and finalize opportunities directly with agency program offices and mission owners.

• Collaborate with Deepgram’s Federal Partnerships team and designated systems integrators/primes for co-selling efforts.

• Manage and route deals through GSA Schedule resellers.

• Create a measurable, quota-carrying pipeline and achieve quarterly and annual objectives.

• Oversee the pipeline end-to-end in CRM, managing sourced pipeline, partner-influenced pipeline, closed/won revenue, and forecast accuracy.

• Navigate RFIs, RFPs, sole-source/J&A justifications, GSA Schedule ordering, BPAs, and IDIQs effectively.

• Formulate winning strategies and compliant responses in collaboration with Sales and Applied Engineering.

• Leverage AI agents, automation, data pipelines, and AI-generated outreach and proposal content within the sales process.

• Represent Deepgram at federal industry events, conferences, and customer gatherings.

• Work closely with Federal Partnerships, Applied Engineering, and Legal teams.

• Provide clear monthly and quarterly narratives on pipeline performance.

⛳️ Requirements

• Must be a U.S. citizen.

• A minimum of 5 years of full-cycle sales experience.

• At least 3 years of direct sales experience with Federal Civilian agencies.

• Enterprise SaaS/technology sales experience is strongly preferred.

• Proven track record of meeting or surpassing quotas in complex, multi-stakeholder federal sales cycles.

• Experience in building a federal territory or book of business from the ground up.

• Strong understanding of civilian-agency purchasing processes, including program offices, contracting officers, GSA Schedule ordering, BPAs/IDIQs, funding, and staffing.

• Knowledge of the federal AI and modernization landscape, including EO 14058, customer experience mandates, FedRAMP, agentic AI, and CCaaS/contact-center ecosystems.

• Daily utilization of AI tools and demonstrated ability to create automations or workflows that replace significant manual efforts.

• Excellent executive presence and capability to engage senior government stakeholders and Deepgram leadership.

• Strong analytical skills and ability to instrument pipelines and convert data into actionable decisions.

• Self-motivated, high-ownership individual comfortable in a fast-paced, ambiguous environment.

• An active security clearance is a plus, but not mandatory.

• Established relationships within at least two target civilian agencies and/or the reseller ecosystem would be advantageous.

• Direct experience in closing a novel or first-of-its-kind civilian-agency agreement would be beneficial.

• Background in selling speech/voice AI, contact-center, or developer-first API products would be advantageous.

• Familiarity with Shipley or Solution Selling methodologies in government contexts would be beneficial.

• Experience in developing internal AI tools for sales or revenue workflows would be advantageous.

🏝️ Benefits

• Equity offerings available.

• Commission opportunities included.

• Option for remote work within the USA.