Federal Account Executive
New
C
CIQFederal infrastructure software
Location: RemoteFull-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 12-15 years of federal sales, account management, or business development experience in the public sector, with at least 3 years in a quota-carrying role selling directly to DoD and/or federal civilian agencies.
- Required Skills
- HubSpot
Requirements
- Bring 12-15 years of federal sales, account management, or business development experience in the public sector.
- Have at least 3 years in a quota-carrying role selling directly to DoD and/or federal civilian agencies.
- Demonstrate a history of meeting or exceeding quota with direct U.S. Federal customers.
- Understand the federal acquisition lifecycle, including PPBE and budget cycles, requirements development, acquisition strategy, contract vehicles, OTAs, CSOs, and end-of-fiscal-year buying.
- Demonstrate accurate, defensible quarterly forecasting within ±10% and disciplined CRM pipeline management.
- Be familiar with FIPS 140-3, DISA STIGs, NIST 800-53/800-171, CMMC, FedRAMP, and ATO processes.
- Have existing relationships with federal program offices, primes/FSIs, resellers, and the public-sector partner ecosystem.
- Have experience structuring compliant deals through teaming agreements, 8(a) and small-business partners, and federal primes.
- Hold a bachelor's degree in business, public policy, marketing, computer science, or a related field, or have equivalent experience.
- Understand public-sector IT modernization, open-source adoption, Linux/infrastructure, HPC/AI, and hybrid/cloud trends.
- Have a track record of landing new-logo agencies and growing them into multi-year, enterprise-wide agreements.
- An active U.S. security clearance (Secret or TS/SCI) is preferred but not required.
- Experience selling Linux, open-source, HPC, or DevSecOps platforms in federal environments is preferred.
- Experience with MEDDPICC or a similar qualification methodology and HubSpot is preferred.
- Travel up to 40% to customer and partner sites and relevant federal industry events.
Responsibilities
- Drive CIQ's growth across civilian agencies, the Department of Defense, the Intelligence Community, and federal systems integrators.
- Own a quota-carrying territory and build and run a federal sales strategy.
- Navigate complex federal acquisition environments from budget formulation through contract award.
- Deliver accurate, predictable forecasts and manage CRM pipeline across long, multi-stakeholder sales cycles.
- Align CIQ's open-source infrastructure with federal security and compliance requirements.
- Build relationships with federal program offices, primes, federal systems integrators, resellers, and public-sector partners.
- Structure compliant deals through teaming agreements, 8(a) and small-business partners, and federal primes.
- Run technical pilots that demonstrate mission fit and convert them into funded production awards.
- Travel to customer and partner sites and relevant federal industry events, up to 40%.
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