Account Executive Federal Civilian Sales

Marathon TS is seeking an experienced and driven Federal Civilian Sales / Account Executive to lead business growth within U.S. federal civilian agencies. The role involves developing strategic relationships and delivering mission-critical solutions to agencies across the federal government.

Responsibilities:

• Drive new business growth by identifying, pursuing, and closing opportunities across federal civilian agencies (e.g., Department of State, USDA, GSA, DHS components)
• Own the full sales cycle—from opportunity discovery through proposal, negotiation, and close—for enterprise SaaS and on-prem solutions
• Develop a deep understanding of agency missions, aligning solution capabilities (e.g., analytics, resource management, dispatch, and command platforms) with operational and compliance needs
• Leverage consultative, value-based selling approaches to position complex technology solutions within high-stakes government environments
• Collaborate cross-functionally with pre-sales engineers, solution architects, and product management teams to craft tailored demonstrations, proofs-of-concept, and solution proposals
• Maintain relationships with senior decision-makers and influencers across federal agencies, system integrators, and procurement offices
• Manage long sales cycles and complex buying processes, including responding to RFPs/RFIs and working with contracting vehicles such as GSA, IDIQs, and BPAs
• Represent the company at key industry events, federal technology forums, and government conferences to expand visibility and thought leadership
• Maintain accurate forecasting, pipeline management, and account planning within CRM systems
• Align solutions with federal continuity, emergency management, and operational frameworks, supporting agency objectives for resilience, risk mitigation, and mission assurance
• Translate agency capability gaps into solution roadmaps and business cases, positioning offerings to meet performance targets and grant-eligible investments
• Demonstrate interoperability with federal operations centers and shared services environments, enabling a common operating picture and interagency coordination
• Show how proposed capabilities integrate with agency operational plans, continuity strategies, and modernization initiatives

Requirements:

• 5–10 years of enterprise sales experience in software, SaaS, or technology solutions to U.S. Government agencies, with a focus on federal civilian markets
• Demonstrated success selling complex enterprise systems such as analytics platforms, resource management, dispatch, or mission-critical operational applications
• Deep understanding of SaaS delivery models, cloud architectures, cybersecurity compliance, and their relevance to federal civilian operations
• Familiarity with federal acquisition and contracting frameworks, including FAR, and FedRAMP compliance requirements
• Proven ability to navigate large, matrixed organizations, managing multiple stakeholders across operational, IT, and procurement divisions
• Exceptional presentation, communication, and negotiation skills, with the ability to articulate technical solutions in mission and outcome terms
• Experience with Hexagon OnCall or comparable platforms (e.g., ServiceNow, Salesforce Government Cloud, Tyler Technologies, etc.) strongly preferred
• Preferred existing Public Trust or Secret Clearance, or the ability to be cleared
• Existing network within federal civilian agencies and major systems integrators (e.g., Accenture Federal Services, Booz Allen Hamilton, Deloitte, etc.)
• Experience coordinating with systems integrators and channel partners on joint go-to-market efforts
• Understanding of secure cloud deployments and federal compliance processes