Senior Account Executive - Federal (Intelligence Community Focus)
M
MattermostDefense and Intelligence
Location: United StatesFull-TimeSenior
Salary$125,000 – $150,000 USD, plus commission
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Job Details
- Required Skills
- CybersecuritySalesforceAccount Management
Requirements
- Proven track record of enterprise SaaS sales experience with complex, multi-million-dollar transactions.
- Substantial experience selling directly into U.S. Intelligence Community agencies.
- Deep understanding of IC acquisition, accreditation, and mission environments.
- Demonstrated success navigating IC-specific procurement and authorization-to-operate (ATO) processes.
- Experience co-selling with cleared Federal Systems Integrators.
- Active Secret clearance required.
- TS/SCI security clearance strongly preferred; polygraph is a plus.
- Must be eligible to obtain and maintain a U.S. government security clearance.
- Proficiency in Salesforce for deal governance and forecasting.
- Familiarity with contract vehicles such as IDIQs, GWACs, and OTAs.
Responsibilities
- Manage and expand the Intelligence Community territory across agencies, program offices, and mission-aligned stakeholders.
- Develop multi-year account strategies aligned to IC modernization, zero trust, and mission priorities.
- Execute large-scale renewals and strategic expansion across existing deployments.
- Lead complex, multi-threaded enterprise SaaS sales cycles involving technical, security, and accreditation workflows.
- Navigate IC-specific procurement environments including FAR/DFARS requirements and contract vehicles (IDIQs, GWACs, OTAs).
- Develop and manage co-sell relationships with cleared Federal Systems Integrators and partners.
- Maintain high forecast accuracy, pipeline rigor, and executive reporting discipline within Salesforce.
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