Account Executive, Federal

Responsibilities

• Generate and capture new federal business opportunities across DoW and civilian agencies.
• Execute a strategic go-to-market plan to achieve quarterly and annual targets.
• Cultivate relationships with acquisition leaders, program managers, operators, and innovation organizations (e.g., DIU, AFWERX).
• Lead capture campaigns end-to-end: pipeline development, positioning, teaming, proposal development, and contract execution.
• Partner cross-functionally with product and engineering to translate mission needs into product direction and deployment strategy.
• Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines.

Requirements

• 5+ years of experience in federal sales, business development, or capture within DoD, IC, or federal contracting environments.
• Proven track record closing complex, multi-stakeholder deals and securing new contracts or program awards.
• Deep understanding of federal acquisition processes (FAR/DFARS, OTA, SBIR/STTR) and the DoD budgeting cycle.
• Established network within defense innovation ecosystem: program offices, PEOs, acquisition commands, and prime contractors.
• Ability to translate technical solutions in AI/ML, data security, and cloud infrastructure into clear mission outcomes.
• Excellent written and verbal communication skills; experience briefing senior leaders and building consensus across diverse audiences.
• Entrepreneurial, hands-on approach with comfort operating in a fast-moving, early-stage startup environment.
• Active or pathway to attainable U.S. Secret or Top Secret/SCI clearance.
• Ability to travel 25-40%.

Why Join Us

• Work at the forefront of generative AI safety and compliance.
• Partner with Fortune 500 and leading global enterprises on real-world deployments.
• Be part of a mission-driven team defining the future of trustworthy AI for defense and the enterprise.
• Competitive compensation, equity, and benefits.