Build and manage a pipeline of 3-4x quota focused entirely on net-new Federal Civilian Agencies
Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies
Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, Tech Alliance partners, VARs and creative approaches to break into accounts where you have no existing relationships
Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities
Orchestrate cross-functional resources (sales engineering, product, customer success, legal, security) effectively despite limited availability, ensuring each interaction adds maximum value to the sales process
Navigate procurement, security, and legal reviews within large Federal Civilian agencies, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months

5-10 years sales experience, preferably selling Enterprise platforms into Federal Civilian Agencies.
Understanding of Advanced Analytics space/ecosystem
Proven track record of net-new logo acquisition, ideally having built territory from ground zero or expanded into new verticals with limited brand recognition
Background navigating highly regulated sales environments including procurement processes, security reviews, vendor risk assessments, and compliance requirements specific to financial institutions
Experience managing complex, multi-stakeholder sales cycles of 12-24 months involving mission stakeholders, business unit leaders, and technical evaluators across risk, compliance, operations, or technology functions
History of selling in an underdog/challenger position
coming from a startup, scale-up, or smaller player ($10m
$100m ARR) where you had to out-hustle larger competitors and couldn't rely on brand name alone

Account Executive – Public Sector, FedCiv

Key skills