Strategic Account Executive, Federal Sales

Procore Technologies is seeking an Account Executive, Federal Sales to join their Sales Team, focusing on acquiring and growing high-value accounts within the U.S. federal government market. This role is essential in expanding Procore's footprint in a critical sector by driving adoption of their construction management platform across key federal agencies.

Responsibilities:

• Lead Federal Sales Strategy: Develop and execute strategic territory and account plans to achieve revenue targets within designated federal agencies (Civilian and DoD)
• Pipeline Generation: Build and manage a robust federal pipeline from the ground up by identifying, pursuing, and closing new business opportunities
• Federal Expertise: Utilize a strong understanding of the federal government sales cycle and procurement landscape to accelerate complex, multi-stakeholder deals
• Consultative Selling: Employ solution-based selling techniques to understand mission requirements and articulate Procore’s value proposition against agency budget appropriations, mission requirements, and industry trends
• Build Executive Relationships: Cultivate strong, trust-based relationships with key stakeholders, federal decision-makers, and C-level executives
• Collaborate and Partner: Work closely with internal teams and external System Integrators and Channel Partners to drive new client acquisition and account expansion
• Compliance Awareness: Ensure deals adhere to federal compliance requirements (e.g., FAR/DFARS) and emphasize that Procore is FedRAMP compliant
• Sales Documentation: Maintain detailed records, accurate forecasting, and reporting of all sales activities in the CRM system

Requirements:

• 6+ years of successful SaaS sales experience, with at least 4 years selling enterprise SaaS to U.S. federal government agencies
• Proven record of consistent quota attainment in strategic field sales targeting large, complex accounts
• Demonstrated success in the full RFP process from initial bid to contract award
• Experience managing complex deal cycles and coordinating internal stakeholders (e.g., Legal, Contracting, Solutions Engineering, Inside Sales, Customer Success Engineers)
• Experience working with System Integrators and Government Affairs Firms to drive federal sales strategy and deal flow
• Strong understanding of federal contract vehicles (e.g., GSA, GWACs) and acquisition regulations (FAR/DFARS)
• Executive presence and proven ability to communicate and negotiate with government executive-level decision makers
• A passion for public sector innovation and mission-driven work