Lead end-to-end sales initiatives targeting Federal Civilian agencies as an Enterprise Account Executive. This role focuses on expanding adoption of a FedRAMP-authorized SaaS platform by guiding prospects through discovery, solution design, procurement, and contract finalization. Success requires navigating regulated environments and aligning technology capabilities with agency missions.
Key Responsibilities
- Develop and maintain a robust pipeline of Federal opportunities aligned with revenue targets
- Manage full-cycle sales—from initial outreach to contract close—across complex stakeholder landscapes
- Position platform capabilities against compliance mandates including FedRAMP, NIST 800-53, and Zero Trust principles
- Engage technical, security, and procurement decision-makers across large government entities
- Collaborate with channel partners, sales development, and marketing on targeted account campaigns
- Lead responses to RFIs and RFPs, coordinating with legal and compliance teams as needed
- Forecast accurately using Salesforce and support strategic pricing discussions with leadership
- Represent the organization at government events and industry forums to expand market presence
Required Qualifications
- Minimum of five years in enterprise SaaS sales with a focus on U.S. Federal government clients
- Proven success in managing long sales cycles involving BPAs, GWACs, OTAs, or IDIQ contracts
- Familiarity with compliance standards influencing vendor selection in regulated environments
- Ability to build credibility with technical and procurement stakeholders across federal agencies
- Strong presentation and storytelling skills tailored to mission-driven audiences
- Experience using Salesforce for pipeline management and forecasting accuracy
- Proficiency with GovWin for opportunity tracking and early-stage capture planning
- Demonstrated adaptability in fast-moving, evolving sales environments
- Commitment to core values: curiosity, integrity, kindness, humility, and a builder mindset
Preferred Attributes
- Bachelor’s degree or equivalent professional experience
- Drive to advance a career in public sector technology sales
- History of cross-functional collaboration across sales, marketing, product, and channel teams
Work Environment
This hybrid position supports remote work for candidates based in Maryland or Virginia, with up to 40% travel expected. The role leverages Salesforce and GovWin for pipeline and market intelligence. Candidates must be willing to relocate without assistance if not already in the preferred regions.
Compensation & Benefits
Base salary ranges from $125,000 to $150,000 annually, with an On-Target Earnings (OTE) potential of $250,000 to $300,000. Benefits include comprehensive medical, dental, and vision coverage; 401(k) plan; unlimited paid time off; and ongoing training and career development support. The company promotes inclusive hiring practices and complies with all applicable equal employment opportunity regulations.
