Public Sector Strategic Account Executive, Federal Civilian
Own strategic sales accounts across U.S. Federal Civilian agencies, guiding opportunities from prospecting through adoption and expansion. The role requires federal technology-selling experience, knowledge of procurement and compliance, consultative enterprise sales skills, and familiarity with DevSecOps, FedRAMP, and AI capabilities.
About the job
Responsibilities
- Grow strategic prospects and customers across U.S. Federal Civilian agencies.
- Build and execute account plans covering stakeholders, buying criteria, agency modernization priorities, and technology roadmaps.
- Lead account direction across pre-sales and post-sales activities with Solutions Architects, Customer Success, Professional Services, Marketing, partners, and sales management.
- Drive prospecting, pipeline generation, opportunity development, and accurate forecasting for large, complex accounts.
- Navigate federal procurement cycles and position FedRAMP-authorized solutions for security, compliance, modernization, and migration initiatives.
- Develop consultative proposals, quotes, and executive presentations aligned with agency mission needs.
- Represent customer feedback through product ideas and win/loss analysis.
- Educate customers on AI and agentic AI use cases and connect them to productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.
Requirements
- Experience selling technology solutions to U.S. Federal Civilian agencies.
- Understanding of the federal public-sector landscape, procurement vehicles, compliance requirements, and agency buying cycles.
- Experience managing large, complex opportunities with multiple stakeholders.
- Consultative sales skills linking technical decisions and platform value to agency mission outcomes.
- Strong communication, negotiation, presentation, and executive relationship-building skills.
- Ability to work independently in a distributed, asynchronous environment.
- Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows.
- Ability to position FedRAMP-authorized solutions in regulated environments.
- Ability to translate AI and agentic AI capabilities into public-sector value propositions.
Compensation and Benefits
- Base salary: $122,000–$205,200 USD annually.
- Eligible for incentive pay targeted at up to 100% of offered base salary.
- Equity compensation and employee stock purchase plan.
- Flexible paid time off, parental leave, health and well-being benefits, team member resource groups, and a growth and development fund.
Skills
DevSecOps, Continuous Integration, Continuous Delivery, FedRAMP, AI, Agentic AI, Software Supply Chain Security, Application Lifecycle Management, Pipeline Generation, Forecasting, Consultative Sales, Federal Procurement
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