Federal Account Executive

FEDERAL ACCOUNT EXECUTIVE

Overview

As Federal Account Executive youll build the companys federal sales motion from the ground up owning pipeline development capture campaigns and deal closure across the Department of Defense and Intelligence Community. Youll report directly to the Federal Implementation Leader and work without SDR support reaching out directly to system integrators program offices and government agencies. This is not a civilian agency role; the companys two federal beachheads are the Army and Air Force and the ideal candidate has sold software or cybersecurity products directly into one or both.

About the Company

The company is an AI governance and cybersecurity firm protecting advanced LLM deployments. Backed by 40 of the top 100 banks and led by two Forbes 30 Under 30 founders they serve Fortune 500 companies including PayPal Experian and BlackRock. On the federal side the company holds a seven-figure Direct-to-Phase 2 contract with the U.S. Army and works directly with the Armys AI Ops team.

Key Responsibilities

Lead capture campaigns end-to-end pipeline development positioning teaming proposal development and contract execution

Cultivate relationships with acquisition leaders program managers system integrators and innovation organizations including DIU and AFWERX

Shape requirements and influence early-stage opportunities through insight into mission gaps emerging CONOPS and acquisition timelines

Close complex multi-stakeholder federal sales cycles navigating DoD budgeting cycles OTA vehicles and system integrator partnerships to secure contracts

Network relentlessly at federal cybersecurity and AI events building relationships with CISOs PMs and procurement leads in the D.C. area and beyond

Bring market feedback to leadership to help shape federal strategy positioning and partnerships

Requirements Must Have

510 years of experience selling cybersecurity AI or infrastructure software to the U.S. Federal Government non-civilian agencies only (DoD or Intelligence Community)

Direct experience selling into the U.S. Army Air Force or IC; civilian-only backgrounds will not be considered

Deep understanding of federal acquisition processes FAR/DFARS OTA SBIR/STTR and the DoD budgeting cycle

Track record of building a pipeline from scratch and closing seven-figure deals without SDR support

Ability to translate technical AI/ML data security and cloud infrastructure solutions into clear mission outcomes

Established network within the defense innovation ecosystem program offices PEOs acquisition commands prime contractors and system integrators

Excellent written and verbal communication experience briefing senior leaders and building consensus across diverse audiences

Based in the Washington D.C. / Northern Virginia area must be able to attend events and meetings on an impromptu basis

U.S. citizenship required must be able to pass a background check

Willingness to travel 2530% for conferences on-site meetings and industry events

Requirements Nice to Have

Existing network within the Department of Defense Army Air Force or Intelligence Community

Experience at a startup after a larger company (ideal path: large company startup large company startup)

Knowledge of AI/ML infrastructure LLMs or data security frameworks

Active or pathway to U.S. Secret or Top Secret/SCI clearance

Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions

Compensation

Base Salary: $100000 - $150000

Total OTE: $200000 - $300000 (depending on experience)

Benefits & Perks

Mission-driven work helping the U.S. government adopt AI securely

Travel opportunities

Remote work environment

Interview Process

1. Intro Call

2. Mock Call

3. Call with Head of Sales

4. Call with CEO

5. Final Case Study

6. Offer Extended