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 strategic role involves developing sales strategies, managing federal pipelines, and building relationships with key stakeholders to drive adoption of Procore's construction management platform.

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