Account Executive - Federal Government

Accountabilities:: Drive net-new business acquisition across assigned U.S. Federal Government agencies, developing opportunities and expanding market presence. Develop and execute strategic federal account plans aligned with agency priorities, modernization initiatives, and technology investment objectives. Build and maintain relationships with senior government executives, program leaders, records management professionals, contracting officers, and IT decision-makers. Navigate federal procurement processes, acquisition vehicles, contracting requirements, and complex purchasing cycles to advance opportunities. Collaborate with federal systems integrators, resellers, channel partners, and strategic alliances to expand market reach and increase sales penetration. Position AI-powered document management, information governance, records management, knowledge management, and workflow automation solutions around agency needs and measurable business outcomes. Lead complex enterprise sales opportunities throughout the entire sales lifecycle, from prospecting and qualification to negotiations and contract award. Maintain accurate sales forecasts, disciplined pipeline management, and strategic opportunity tracking. Build and sustain a healthy federal sales pipeline capable of exceeding annual quota expectations. Represent the organization at federal industry events, government technology conferences, and partner functions to develop relationships and generate new opportunities. Work cross-functionally with sales engineers, business development representatives, professional services, customer success, product management, and marketing to deliver compelling solutions and support successful sales outcomes. Requirements: At least 10 years of enterprise software sales experience. Several years of direct sales experience within U.S. Federal Government agencies. Strong understanding of federal procurement environments, acquisition processes, contracting structures, and government technology purchasing practices. Existing relationships within civilian, defense, intelligence, or independent federal agencies are preferred. Demonstrated success selling complex SaaS, information management, cybersecurity, governance, or enterprise platform solutions. A proven track record of exceeding sales quotas in a net-new business development or hunter role. Experience working with federal systems integrators, channel partners, resellers, and strategic alliance organizations. Strong strategic account planning, prospecting, opportunity management, and pipeline development skills. Executive presence and the ability to communicate business value effectively to senior government stakeholders and diverse decision-making groups. Ability to navigate long, complex sales cycles and build consensus across multiple stakeholders. Self-motivation, persistence, sound judgment, and the ability to work independently while coordinating effectively with cross-functional teams. Strong relationship-building and consultative selling skills, with the ability to establish credibility and act as a trusted advisor to prospective customers. Benefits: Remote work arrangement offering flexibility to support work-life balance. 10 paid holidays annually. Unlimited paid time off (PTO). Matching 401(k) retirement plan, matching 25% of employee contributions up to the IRS maximum. Medical insurance, with PPO and HDHP/HSA plan options. Dental insurance. Vision insurance. Life insurance coverage equal to one times the employee’s salary. Employer-paid short-term disability insurance. Employer-paid long-term disability insurance. Flexible Spending Accounts for medical and dependent care expenses.