Sr Federal Sales AE

Overview: 

As the Senior Federal Account Executive, you will play a pivotal role in driving revenue growth by selling our technology solutions to the Department of Defense and other federal agencies. You will work in a "land and expand" model, identifying new opportunities, establishing relationships, and expanding existing accounts. This is a field-based role, with significant time spent meeting with prospects and customers, building relationships, and understanding their unique challenges and needs. 

Responsibilities: 

• Develop and execute a strategic sales plan focused on the Department of Defense and other federal customers. 

• Identify and pursue new business opportunities within target agencies, focusing on initial “land” sales with a long-term plan to expand within the account. 

• Work closely with internal stakeholders to develop tailored solutions that meet the unique requirements of federal customers. 

• Meet with key decision-makers and influencers in the field to understand their needs and challenges, positioning our products as the best solutions. 

• Develop and maintain strong, long-term relationships with customers, focusing on trust and value-driven partnerships. 

• Lead presentations, demonstrations, and negotiations to win new business. 

• Implement a “land and expand” approach, securing initial deals and consistently growing the account by identifying opportunities for upselling and cross-selling. 

• Understand the procurement process, funding cycles, and acquisition strategies within the Department of Defense to effectively position our solutions for growth. 

• Actively collaborate with customer success and support teams to ensure smooth onboarding and expansion of services within existing accounts. 

• Manage a sales pipeline with a focus on achieving and exceeding quarterly and annual targets. 

• Leverage CRM tools (e.g., Salesforce) to track customer interactions, sales progress, and pipeline status. 

• Provide regular forecasts and insights to the leadership team, identifying risks and opportunities within the territory. 

• Partner closely with marketing, product, and engineering teams to ensure alignment on go-to-market strategies and customer needs. 

• Provide customer feedback to the product team to influence future product development and ensure offerings meet the demands of the DoD market. 

• Collaborate with contracts and legal teams to ensure all sales are compliant with federal regulations and acquisition standards. 

Qualifications: 

• Bachelor’s degree in Business, Government Relations, or a related field; advanced degree or military background is a plus. 

• 7+ years of proven experience in federal sales, with a strong focus on the Department of Defense. 

• Demonstrated success in a "land and expand" sales model, particularly within complex, long sales cycles. 

• Deep understanding of the federal procurement process, including contracting vehicles, budgeting cycles, and compliance requirements. 

• Existing network within the Department of Defense and federal government sectors. 

• Excellent communication and negotiation skills, with the ability to present to senior-level decision-makers. 

• Strong organizational skills and the ability to manage multiple accounts and priorities simultaneously. 

• Experience with CRM tools (e.g., Salesforce) and familiarity with government contracting platforms. 

• Willingness to travel frequently to meet with clients and prospects in the field. 

 Preferred Qualifications: 

• Familiarity with federal certifications (e.g., FedRAMP, DoDIN APL) and contracting vehicles (e.g., GSA, SEWP, OTAs). 

• Experience in a high-growth technology company or similar environment. 

Pay range:

$300,000 - $350,000 USD (50/50 split base and commission)