Federal Account Director, Intelligence Community

Skills

About the Role

You will manage key U.S. Intelligence Community accounts, build account strategies, and lead customers through AI adoption from consideration to deployment and expansion. You will work with solutions and research engineering teams, develop capture and co-sell strategies with integrators, own a consumption revenue target, and navigate complex security and procurement requirements. The role is hybrid in Washington, D.C. with frequent on-site engagement at customer facilities.

Requirements

• 10+ years selling commercial technology to the U.S. Intelligence Community
• Track record closing high-value multi-stakeholder enterprise deals
• Active Top Secret clearance with Full Scope Polygraph
• Familiarity with MIP and NIP funding cycles and classified contract vehicles
• Senior-level network of GS-15/SES/SIS and C-suite relationships
• Experience partnering with federal systems integrators
• Experience selling cloud, cybersecurity, or AI infrastructure into classified environments
• Clear communication of technical and strategic concepts

Responsibilities

• Manage key U.S. Intelligence Community accounts and execute account strategies
• Lead customers through AI adoption from consideration to deployment and expansion
• Build relationships with senior leaders, mission owners, and acquisition professionals
• Partner with Solutions and Research Engineering on customer programs and deployments
• Develop capture and co-sell strategies with federal systems integrators
• Align deal strategy to MIP and NIP funding cycles and classified contract vehicles
• Demonstrate value across cloud, hybrid, on-premises, and air-gapped environments
• Own an Intelligence Community consumption revenue target
• Develop pipeline and drive opportunities through the full sales cycle
• Oversee forecasting, pipeline management, and account reporting
• Monitor Intelligence Community priorities, policies, and competitors
• Navigate security, compliance, procurement, and contracting requirements
• Collaborate cross-functionally across the company
• Support recruitment and onboarding of team members
• Help build the Intelligence Community practice culture and operating model

Benefits

• Equity
• Medical, dental, and vision insurance with HSA employer contributions
• Health FSA, Dependent Care FSA, and commuter pre-tax accounts
• 401(k) with employer match
• Paid parental leave, medical and caregiver leave
• Flexible PTO
• 13+ paid company holidays and company office closures
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices and meal delivery credits
• Relocation assistance
• Charitable donation matching and wellness stipends