Own and manage the full federal sales cycle, from lead stage to close
Act as a trusted advisor to federal prospects and customers
Drive proof-of-concept efforts, working with solutions engineers and product experts
Navigate federal procurement mechanisms to close complex deals
Build and maintain trusted relationships with senior agency decision-makers
Stay on top of the federal AI landscape to educate customers
Build long-term customer relationships and support post-sale success
Negotiate pricing and deal terms
Bring federal customer insights back to product and engineering teams
Help define and iterate on the federal sales playbook

7+ years of experience selling complex software to enterprise or federal customers
At least 3+ years focused on U.S. federal accounts (DoD, Civilian, and/or IC)
Proven track record of meeting or exceeding federal revenue targets — ideally $2M+ ARR annually
Deep familiarity with federal procurement: GWACs, IDIQs, OTAs, BPAs, and direct agency contract vehicles
Ability to translate complex technical concepts into mission-aligned value for both technical and non-technical government buyers
Established relationships across federal agencies and the system integrator ecosystem
Technical acumen with the ability to establish credibility with technical decision-makers at agencies
Driven and solutions-oriented; navigate procurement roadblocks effectively
Passionate about generative AI and excited to help federal customers navigate rapidly evolving technology.

Enterprise Account Executive – Federal

Key skills