Account Executive, Enterprise

Responsibilities

• Own a named list of United States federal agencies and components and manage the full sales cycle from prospecting through contracting, onboarding, and expansion.
• Achieve and exceed revenue targets and pipeline generation metrics.
• Build relationships across agency general counsel, component leadership, CIO and CISO organizations, and contracting officers.
• Select and drive procurement paths including direct award, GSA schedule, GWAC, OTA, and reseller channels.
• Own security review activities with Security and Compliance, including FedRAMP artifacts and agency-specific questionnaires.
• Plan and execute against the federal fiscal calendar.
• Demonstrate the product to agency legal teams and translate capabilities into mission outcomes.
• Document learnings into a repeatable federal sales playbook.

Requirements

• 5+ years of experience selling complex enterprise software, including meaningful federal quota-carrying experience.
• Personally closed federal deals through at least one of direct award, GSA schedule, GWAC, OTA, or reseller channels.
• Practical experience navigating agency security review and authorization.
• Fluency with the federal buying calendar and long sales cycles.
• Exceptional attention to detail, particularly for paperwork, security questionnaires, and procurement windows.
• Ability to prospect and independently manage an end-to-end sales cycle.
• Strong consultative and value-based selling skills.
• Ability to explain technical concepts to nontechnical audiences.
• Demonstrated interest in AI and improving government legal work.

Nice to Have

• Existing relationships in federal agency legal or CIO organizations.
• Experience selling to legal departments or law firms.
• Experience at a company that achieved FedRAMP authorization while employed there.

Compensation

• $400,000 USD total on-target earnings (50/50 structure).