Federal Account Executive
New
I
Istari DigitalDigital engineering software
Anywhere - USFull-TimeExecutive
Salary98,000 - 170,000 USD per year
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Job Details
- Experience
- 5–10+ years of quota-carrying enterprise or federal sales experience
Requirements
- Have 5–10+ years of quota-carrying enterprise or federal sales experience.
- Have experience selling to DoD, IC, or federal civilian agencies.
- Have experience navigating federal acquisition processes, including SBIR, OTA, IDIQ, and BPA.
- Demonstrate a track record of closing complex, multi-stakeholder federal deals.
- Bring strong discovery, qualification, and consultative selling capabilities.
- Translate technical workflows into business value for engineering-centric organizations.
- Demonstrate strong outbound prospecting skills and ability to build a territory.
- Bring strong written and verbal communication skills and presentation ability.
Responsibilities
- Build and execute account and capture strategies across DoD, IC, and federal civilian agencies.
- Identify and engage stakeholders across program offices, engineering leadership, and contracting teams.
- Generate outbound opportunities aligned with mission priorities, budget cycles, and funded programs.
- Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway.
- Own the federal sales cycle from initial engagement through contract award.
- Conduct discovery to understand mission objectives, engineering challenges, and program constraints.
- Partner with Solution Architects to design compliant architectures and execute proofs of value.
- Develop deal strategies aligned with federal acquisition pathways, including SBIR, OTA, IDIQ, and BPA.
- Lead pricing strategy, proposal development, and negotiations.
- Build customer relationships and drive expansion from pilot to program of record and enterprise adoption.
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