Strategic Account Executive

Responsibilities

• Own the Federal Civilian go-to-market strategy, including named-account strategies, agency mission mapping, account plans, and stakeholder engagement.
• Drive direct, partner-assisted, and channel-enabled sales motions with agency program offices, mission owners, systems integrators, primes, and GSA Schedule resellers.
• Prospect, qualify, and close opportunities directly with federal civilian agencies.
• Build measurable, quota-carrying pipeline; meet quarterly and annual targets, maintain CRM hygiene, and own forecasting.
• Navigate RFIs, RFPs, sole-source and J&A justifications, GSA Schedule ordering, BPAs, and IDIQs.
• Develop compliant win strategies and competitive or sole-source responses with Sales and Applied Engineering.
• Use AI agents, automation, CRM recommendations, agency-specific content generation, and procurement-data pipelines to improve sales execution.
• Represent the company at civilian-agency industry days, conferences, and customer events.
• Collaborate with Federal Partnerships, Applied Engineering, and Legal.
• Report sourced pipeline, partner-influenced pipeline, closed/won revenue, forecast accuracy, and key business insights.

Requirements

• Must be a U.S. citizen.
• 5+ years of full-cycle sales experience, including at least 3 years selling directly to Federal Civilian agencies.
• Enterprise SaaS or technology sales experience strongly preferred.
• Proven record of meeting or exceeding quota in complex, multi-stakeholder federal sales cycles.
• Experience building a federal territory or book of business from an early stage or from zero.
• Strong understanding of how civilian agencies buy, including program offices, contracting officers, GSA Schedule ordering, BPAs, and IDIQs.
• Knowledge of the federal AI and modernization landscape, including EO 14058, customer experience mandates, FedRAMP, agentic AI, and CCaaS ecosystems.
• Daily hands-on use of AI tools and demonstrated experience building automations or workflows.
• Executive presence and comfort engaging senior government and company stakeholders.
• Strong analytical, pipeline-management, communication, ownership, and adaptability skills.

Nice-to-haves

• Active security clearance.
• Relationships with stakeholders in at least two target civilian agencies or within the reseller ecosystem.
• Experience closing a novel or first-of-kind civilian-agency deal.
• Experience selling speech or voice AI, contact-center, or developer-first API products.
• Familiarity with Shipley or Solution Selling in government contexts.
• Experience building internal AI tooling for sales or revenue workflows.