Account Director, Federal Partnerships
Drives federal account strategies, manages key government partnerships, and leads AI adoption for agencies while owning revenue targets and collaborating cross-functionally. Requires 10+ years selling SaaS/PaaS to federal customers with deep government procurement expertise.
About the job
Responsibilities
- Manage a focused set of key federal accounts, developing and executing comprehensive federal account plans
- Lead federal customers through their AI adoption journey, from consideration to successful deployment
- Partner with solutions and research engineering to build and execute complex government customer programs and projects
- Own and manage a federal consumption revenue target
- Oversee consumption revenue forecasting and reporting
- Analyze key federal account metrics and provide insights to internal and external stakeholders
- Closely monitor the federal landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
- Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
- Support the recruitment and onboarding of federal-focused team members
- Foster the development of our company culture within the federal practice
Requirements
- 10+ years selling platform-as-a-service and/or software-as-a-service specifically into federal government accounts
- Achieving federal revenue targets of >$2M per year consistently over multiple years
- Designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes
- Supporting growth in fast-paced, high-performance federal environments
- Working directly with senior government executives and federal agency leaders
- Communicating technical and strategic concepts clearly to government customers and internal stakeholders
- Leading high-visibility federal customer events, briefings, and industry engagements
- Gathering, distilling, and processing detailed federal market intelligence (agency priorities, policy changes, competitor activities, etc.)
Nice-to-haves
- Deep understanding of go-to-market best practices
- Customer-centric approach with trusted relationships in government
- Passion for artificial intelligence and its applications
- Experience building systems and processes for federal requirements
- Thrives on complex federal challenges and innovative solutions
Skills
SaaS, Paas, Government Contracting, Procurement Processes, AI, Federal Sales, Revenue Forecasting, Account Management, Partnership Management, Go-to-Market Strategy
Similar jobs
Partnerships jobs
Anaconda
United States
Leads Anaconda’s NVIDIA-centered alliance strategy and broader AI infrastructure partnerships, spanning technical integrations, joint go-to-market programs, negotiations, and partner-driven revenue. Requires current NVIDIA relationships and 10+ years of strategic technology partnership experience.
Socure
Carson City, NVAs a Strategic Partner Director, Channel Sales, you will be a quota-carrying channel sales executive responsible for driving revenue, expanding the partner base, and executing go-to-market strategies through and with partners. You will own a revenue quota and manage full-cycle partner sales.
VGS
United StatesLeads VGS’s strategic payments and product partnerships, manages a partnerships team, and shapes product and corporate strategy through ecosystem relationships. Requires 10+ years in partnerships, fintech business development, product strategy, or payments consulting, plus strong payments and technical product knowledge.
Substack
Washington, DCLeads Substack’s News & Politics partnerships by recruiting and advising prominent creators, building scalable market programs, and growing creator and user engagement. Requires 10 years of news, publishing, or politics experience, strong industry connections, and team-management experience.
Snowflake
New York, NY
Leads Snowflake’s strategic relationship with EY across the Americas, driving joint go-to-market programs, partner practice development, customer growth, and revenue targets. Requires extensive channel or alliance experience, executive relationship management, and a bachelor’s degree.