Job Openings Federal Account Executive

About the job Federal Account Executive

Federal Account Executive

Location: Washington, D.C. / Northern Virginia Area

Remote | Travel Required
Base Salary: $100,000 - $150,000
OTE: $200,000 - $300,000

Role Overview

An AI governance and cybersecurity company is seeking a Federal Account Executive to help build and expand its federal sales pipeline across the Department of Defense and Intelligence Community. This role focuses on developing strategic relationships, leading capture efforts, and closing complex federal software and cybersecurity deals.

Key Responsibilities

  • Lead federal capture campaigns from pipeline development through contract execution
  • Build relationships with acquisition leaders, program managers, and system integrators
  • Develop and manage opportunities within the DoD and Intelligence Community
  • Navigate federal procurement processes, OTA vehicles, and budgeting cycles
  • Represent the company at cybersecurity and AI industry events
  • Provide market feedback and strategic insights to leadership

Requirements

  • 5–10 years of experience selling cybersecurity, AI, or infrastructure software into the U.S. Federal Government
  • Direct experience working with the U.S. Army, Air Force, or Intelligence Community
  • Strong understanding of FAR/DFARS, OTA, SBIR/STTR, and federal acquisition processes
  • Proven success building pipeline and closing seven-figure deals
  • Excellent communication and relationship-building skills
  • Must be based in the Washington, D.C. / Northern Virginia area
  • U.S. citizenship required
  • Ability to travel 25–30%

Nice-to-Haves

  • Existing network within the DoD or Intelligence Community
  • Startup experience within cybersecurity or AI environments
  • Knowledge of AI/ML infrastructure, LLMs, or data security frameworks
  • Active or eligible U.S. security clearance
  • Experience with RFI/RFP response processes

Compensation

  • Base Salary: $100,000 - $150,000
  • Total OTE: $200,000 - $300,000
  • Remote work environment
  • Travel opportunities
  • Mission-driven organization supporting secure AI adoption within the federal sector

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