Federal Account Executive-Remote, Washington D.C. Northern Virginia

FEDERAL ACCOUNT EXECUTIVE -Remote Washington D.C. / Northern Virginia

Build federal sales motion from the ground up owning pipeline development capture campaigns and deal closure across the Department of Defense and Intelligence Community. Report directly to 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 rolethe companys federal beachheads are the Army and Air Force. The ideal candidate has sold software or cybersecurity products directly into one or both.

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 cyclesnavigating DoD budgeting cycles OTA vehicles and system integrator partnerships to secure contracts

Network relentlessly at federal cybersecurity and AI eventsbuilding 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

MUST-HAVE REQUIREMENTS

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

Base salary: $100K$150K Total OTE: $200K$300K depending on experience