Senior Account Executive, Federal Defense and Intelligence

Responsibilities

• Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across US Federal Defense and Intelligence organizations.
• Develop and execute a sales plan for the U.S. Department of War, Combatant Commands and other departments in national security.
• Act as a trusted advisor and thought partner to national security professionals and prospects by understanding their goals and shaping AI solutions that deliver measurable value.
• Work closely with channel partners, particularly Distributors and VARs as well as major system integrators to scale outreach, accelerate adoption, and maximize customer success.
• Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships.
• Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions.
• Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth.
• Own the full sales cycle; including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment.

Requirements

• 10+ years of direct public sector sales experience in the U.S. Defense and Intelligence communities, with a proven track record of closing $5M+ annual quotas.
• Deep knowledge of federal procurement cycles and decision-making processes, how to work with resellers, VARs and distributors.
• Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations (e.g., AFCEA, AUSA).
• Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
• High tolerance for ambiguity, you are both a strategist and a hands-on operator capable of building a market from the ground up.
• Strong organizational skills, with the ability to manage multiple internal and external stakeholders across fast-moving deals.
• Creativity and strong technical acumen to structure unique, mutually beneficial partnerships.
• Excellent communication skills, you listen deeply, understand what matters to senior decision-makers, and confidently present to both technical and non-technical audiences.
• Must be based in Washington, D.C., Maryland, or Virginia with willingness to travel (25-35%).

Compensation and Benefits

Cohere is committed to fair and transparent pay practices. For candidates in the US, the Compensation Range is: $230,000 – $430,000 [USD]. The figure above represents On-Target Earnings (OTE). Actual OTE will depend on individual performance.

Full-Time Employees at Cohere enjoy these Perks:

• A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
• Full health and dental benefits, including a separate budget for mental health.
• RRSP matching, 401K, Pension Scheme.
• 100% Parental Leave top-up for up to 6 months, for either parent.
• Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit.
• Education & learning stipend for conferences, courses, and coaching.
• 6 weeks of paid vacation (30 working days!).
• Budget for traveling to other offices if you are remote, plus an annual company offsite.