Strategic Account Executive, Federal Systems Integrators
Drive revenue across named FSI accounts by leading complex federal sales cycles, building executive relationships, and guiding prospects through technical evaluations and procurement. Requires 7+ years of FSI/federal tech sales experience and a security clearance or eligibility.
About the job
What you’ll do
- Own a named book of FSI accounts; drive new account acquisition, expansion revenue, and long-term strategic growth
- Lead complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders
- Become a trusted product expert; guide federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts
- Build executive relationships and cultivate day-to-day champions across FSI partners, agencies, and technical teams
- Quantify value with clear ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
- Be the voice of the federal customer and influence the roadmap with actionable feedback on product, compliance, deployment, and procurement needs
- Partner closely with Field Engineering and our AI Deployment team to deliver outcomes from proof of concept through production deployment and expansion
- Navigate federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption
You may be a fit if
- You have 7+ years of closing experience in FSI or Federal technology sales, ideally selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
- You have a consistent track record of landing new logos, expanding strategic accounts, and exceeding quota through self-sourced pipeline generation
- You’re a true hunter — you proactively build pipeline from scratch through outbound prospecting, account mapping, partner leverage, creative sourcing, and relentless follow-up
- You’re comfortable navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders — from engineers and program leaders to CISOs, CIOs, and senior executives
- You understand, or are excited to learn, federal buying motions, procurement processes, security expectations, and partner ecosystems
- You currently hold a security clearance, or are eligible and willing to obtain one
- You bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities
- You’re an excellent communicator who can build trust across all levels of an organization
- You’re passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now
Skills
Enterprise Sales, Federal Sales, Account Management, Pipeline Generation, ROI Analysis, Security Clearance, Procurement Processes, Technical Evaluations, Stakeholder Management, AI Tools
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