Federal Account Executive
Owns full sales lifecycle for AI software (Devin) to U.S. federal agencies, DoD, and intelligence community. Requires proven federal sales track record, technical fluency, and navigating complex acquisition processes.
About the job
About the Role
As a Federal Account Executive you will own revenue growth across U.S. federal customers and partners, driving adoption of Devin within mission critical government and national security environments. You will source, close, and operationalize deals while feeding direct customer signal back into Cognition’s product and engineering teams.
You will work cross functionally with product, engineering, and leadership to shape Devin for federal use cases and accelerate Cognition’s federal market penetration.
In this role, you will:
- Own the full federal sales lifecycle from account targeting and capture strategy through award, onboarding, and expansion
- Drive revenue across the Dept. of War (DoW), intelligence community (IC), federal civilian agencies, and federal contractors, including large primes (OEMs and system integrators)
- Navigate complex stakeholder sets including mission owners, technical leadership, contracting officers, security, legal, and executive sponsors
- Develop capture strategies across primes, subcontracting paths, OTAs, CSOs, pilots, and direct awards
- Translate mission and technical requirements into high-value Devin use cases across software engineering, data, AI, and platform teams
- Deliver technically credible demos and engage deeply with customer engineering teams
- Identify new federal and contractor use cases and provide structured feedback to product and engineering
- Build early federal GTM motion including pipeline generation, partner strategy, and repeatable sales process
Requirements
- Proven success selling technical software into U.S. federal customers and/or major system integrators/defense prime OEMs, with wins via primes or direct vehicles such as OTAs, CSOs, pilots, or programs of record
- Experience engaging DoW, IC, and or federal civilian agencies in classified or regulated environments
- Strong technical background as a software engineer, sales engineer, forward deployed engineer, or equivalent technical fluency
- Ability to quickly learn complex technical systems, mission constraints, and acquisition processes
- Comfortable operating in ambiguous, fast changing startup environments with minimal structure
- Strong ownership mindset with bias toward execution and results
You may excel if you:
- Have founded or scaled an early stage company
- Have closed large, multi-stakeholder enterprise or federal software deals
- Have experience moving pilots into production within federal environments
- Have a computer science or engineering background and moved into GTM to work closer to customers
- Thrive in high intensity, high accountability environments
Skills
Devin, Otas, Csos, Software Engineering, AI, Federal Sales, Go-to-Market Strategy, Pipeline Generation
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