# Strategic Account Executive

**Company:** [Deepgram](https://hotfix.jobs/companies/deepgram)
**Location:** Remote
**Role:** Account Executive
**Salary:** $280k – $350k/yr
**Experience:** 5+ years
**Skills:** federal sales, enterprise saas, artificial intelligence, voice ai, CRM, gsa schedule, FedRAMP, ccaas, sam.gov, usaspending, pipeline forecasting, rfps, rfis, bpa/idiq, Solution Selling
**Posted:** 2026-08-03

> Owns the strategy, pipeline, and revenue for Deepgram’s Federal Civilian agency accounts, building relationships and sales motions from the ground up. The role requires 5+ years of full-cycle sales experience, including 3+ years selling to federal civilian agencies, plus strong knowledge of government procurement and AI-enabled sales workflows.

## Job Description

## 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.

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