Strategic Account Executive, Federal Sales — Civilian

Skills

About the Role

You will own a named portfolio of federal accounts and drive acquisition, expansion, and long-term growth. You will lead complex sales cycles, guide prospects through technical evaluations and security reviews, build executive relationships, quantify ROI, navigate procurement, and support deployments through expansion.

Requirements

• 5+ years of closing experience in enterprise or federal technology sales
• Experience selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
• Experience navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders
• Knowledge of or willingness to learn federal buying motions, procurement processes, security expectations, and partner ecosystems
• Pipeline generation, outbound prospecting, account mapping, partner leverage, creative sourcing, and follow-up
• Analytical customer-needs assessment and tactical opportunity advancement
• Communication and relationship-building skills
• Interest in AI-powered developer tools

Responsibilities

• Own a named book of federal accounts and drive acquisition, expansion, and strategic growth
• Lead complex sales cycles across engineering, product, security, procurement, legal, and mission-critical stakeholders
• Guide prospects through trials, technical evaluations, security reviews, and large-scale rollouts
• Build executive relationships and cultivate champions across agencies, integrators, and technical teams
• Quantify value through ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
• Provide customer feedback on product, compliance, deployment, and procurement needs
• Partner with Field Engineering and AI Deployment from proof of concept through production expansion
• Navigate federal procurement processes, contract vehicles, partners, and compliance requirements