Strategic Account Director, Federal

Responsibilities

• Develop and execute account strategies to break into and close strategic federal accounts while navigating agency procurement realities.
• Build trusted relationships with program managers, contracting officers, technical evaluators, and end users.
• Navigate contract vehicles including GSA Schedule, SEWP, CIO-SP3, OTA, and IDIQ, working through resellers, systems integrators, or GovCon primes as needed.
• Understand agency mission priorities, budget cycles, and procurement constraints to shape deal strategy and timing.
• Collaborate with solutions engineering, deployment, and security/compliance teams on FedRAMP status, ATO processes, and security posture.
• Forecast and report on pipeline through the long federal sales cycle.
• Provide product and leadership feedback on how to win and expand federal business.
• Maintain expert-level knowledge of the product, federal buying landscape, and relevant compliance requirements.
• Expect moderate travel.

Requirements

• 5+ years of federal, public-sector, enterprise, or strategic sales experience with a record of carrying and achieving a strategic-level quota.
• Experience closing deals through at least one contract vehicle—GSA Schedule, SEWP, CIO-SP3, OTA, or IDIQ—or through a reseller, systems integrator, or prime relationship.
• Strong understanding of federal procurement, including RFPs, RFIs, RFQs, and sole-source justifications.
• Ability to discuss security and compliance requirements, including FedRAMP, ATO, and CMMC, credibly with technical buyers.
• Strong business acumen and ability to communicate with C-suite stakeholders.
• Consultative, value-based selling approach.
• Ability to manage multiple stakeholders and cross-functional initiatives.
• Bachelor's degree or equivalent work experience.

Nice-to-Haves

• Active or recently active Public Trust, Secret, or TS/SCI security clearance.
• Existing relationships with relevant systems integrator or reseller partners.

Compensation and Benefits

• OTE: $350,000 - $400,000 plus equity.
• Medical, dental, and vision benefits for employees and families.
• Life insurance and disability benefits.
• Retirement plan.
• Parental leave.
• Fertility and family-building benefits.
• Monthly wellness and lifestyle stipend.
• Daily lunches and snacks in the office.
• Flexible take-what-you-need vacation policy.