# Strategic Account Executive, Federal

**Company:** [Sardine](https://hotfix.jobs/companies/sardine)
**Location:** Remote
**Role:** Account Executive
**Salary:** $230k – $320k/yr
**Experience:** 8+ years
**Skills:** federal sales, Business Development, capture management, federal procurement, far, gwacs, gsa mas, sewp, cio-sp3, idiqs, Salesforce, AI Tools
**Posted:** 2026-07-23

> Strategic Account Executive responsible for building and closing federal government sales pipeline for Sardine's AI risk platform. Requires 8+ years enterprise B2B experience including 6+ years in federal BD, established SI relationships, deep procurement knowledge, U.S. citizenship, and daily AI tool usage.

## Job Description

## What you'll be doing
- Execute Sardine’s federal go-to-market strategy in partnership with the Head of Public Sector, including agency prioritization, partner strategy, and procurement roadmap.
- Prospect, qualify, and develop a pipeline of federal opportunities across assigned agencies.
- Manage capture cycles from initial outreach through contract execution, leveraging Sardine and partner procurement vehicles.
- Build relationships with agency fraud, compliance, identity, and IT stakeholders at executive, program and contracting officer levels.
- Collaborate with Sardine’s solutions engineering and product teams to scope and present tailored demonstrations.
- Build and leverage relationships with federal system integrators and resellers to accelerate agency entry and identify opportunities.
- Support State & Local opportunities in partnership with Sardine’s existing sales force as bandwidth allows.
- Maintain accurate pipeline, forecast, and activity data in Salesforce.
- Represent Sardine at federal industry events and conferences (ACT-IAC, AFCEA, and others).

## What you'll need
- 8–12 years of enterprise B2B experience, with at least 6 years in U.S. federal government Business Development — including managing competitive procurements from opportunity identification through contract award. Hands-on capture management experience a plus.
- Established relationships with federal system integrators and proven ability to leverage SI-led procurement pathways.
- Working knowledge of federal procurement: FAR, GWACs (GSA MAS, SEWP, CIO-SP3), IDIQs, and task orders.
- U.S. citizenship required.
- Strong communicator able to engage both technical and business audiences.
- Highly organized and data-driven; able to manage pipeline independently.
- Demonstrated AI tool fluency — actively uses AI tools to drive research, outreach, proposal writing, and pipeline management. Candidates who do not incorporate AI into their daily workflow will not be considered.

## Benefits we offer
- Generous compensation in cash and equity.
- Early exercise for all options, including pre-vested.
- Work from anywhere: Remote-first Culture.
- Flexible paid time off and Year-end break.
- Health insurance, dental, and vision coverage for employees and dependents - US and Canada specific.
- 4% matching in 401k / RRSP - US and Canada specific.
- MacBook Pro delivered to your door.
- One-time stipend to set up a home office — desk, chair, screen, etc.
- Monthly meal stipend.
- Monthly social meet-up stipend.
- Annual health and wellness stipend.
- Annual Learning stipend.

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