Account Executive, Strategic, Federal

Role Overview

• Client Relationship Management: Serve as the trusted advisor and primary point of contact for senior leaders and program executives within civilian federal agencies. Build and nurture long-term, mission-aligned relationships across CIO, CISO, and program office levels.
• Strategic Business Planning: Develop deep insight into each agency’s mission, IT modernization goals, and budgetary constraints. Partner with clients to create and execute multi-year strategic plans that align Docker solutions with their federal mandates and digital transformation initiatives.
• Sales Targets: Consistently achieve and exceed revenue quotas by identifying, qualifying, and closing strategic opportunities within civilian federal accounts.
• Market & Procurement Intelligence: Track civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. Leverage this intelligence to shape go-to-market strategies and uncover new opportunities.
• Cross-Functional Collaboration: Partner closely with internal teams (Product, Solutions Engineering, Legal, Finance, and Marketing) to deliver cohesive, compliant solutions that meet FAR, agency-specific policies, and federal security standards.
• Reporting & Forecasting: Deliver accurate pipeline forecasts, track key account metrics, and provide regular executive-level reporting on account health and progress toward strategic objectives.
• Contract Negotiation: Lead complex negotiations involving civilian agency Contracting Officers, program offices, and legal teams to secure favorable terms, including GWACs, IDIQs, and agency-specific vehicles.

Requirements

• 8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (DHS, HHS, Treasury, Commerce, State, DOJ, etc.).
• 3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts.
• Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies.
• Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences.
• Proven track record of managing multiple complex accounts simultaneously with strong attention to detail.
• Excellent listening, negotiation, and executive presence.
• Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired.

Tech Stack

• Docker

Benefits

• Freedom & flexibility; fit your work around your life
• Designated quarterly Whaleness Days plus end of year Whaleness break
• Home office setup; we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Training stipend for conferences, courses and classes
• Equity; we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country
• Remote-first culture, with offices in Seattle and Paris