Accountabilities:

Manage existing federal accounts and proactively prospect for new business opportunities across the assigned territory.

Achieve quarterly and annual sales quotas across new business, renewals, and services revenue.

Build and maintain a qualified sales pipeline equivalent to at least three times the assigned quota.

Develop territory plans, account strategies, and structured closing plans to pursue both short-term opportunities and long-term strategic growth.

Build relationships with Director-level, VP-level, and C-suite stakeholders across platform, infrastructure, and application development teams.

Identify customer business drivers and communicate the value of infrastructure automation solutions to federal decision-makers.

Drive demand for enterprise products and professional services, identifying opportunities to expand existing customer relationships.

Develop new business through direct sales efforts and collaboration with channel partners, systems integrators, and alliance partners.

Leverage renewal opportunities to strengthen customer relationships, increase adoption, and convert existing accounts into larger strategic engagements.

Coordinate with pre-sales engineering and customer support teams to support successful solution deployment, adoption, and account growth.

Maintain accurate sales forecasts, weekly reports, and customer information in Salesforce.

Apply MEDDPICC, Command of the Message, and other structured enterprise sales methodologies throughout the sales process.

Monitor federal procurement processes, purchasing vehicles, compliance requirements, and contractor implementation considerations.

Travel as needed to develop customer relationships, support strategic engagements, and close major opportunities.

Requirements

10+ years of experience in federal enterprise software sales, ideally as a Federal Enterprise Account Executive.

Proven track record of consistently achieving or exceeding enterprise sales quotas.

Experience selling infrastructure, infrastructure automation, SaaS, Kubernetes, or related enterprise technology solutions to U.S. federal government accounts.

Strong technical understanding and the ability to communicate complex software solutions to both technical teams and senior executives.

Established relationships and experience engaging Director-level and C-suite stakeholders within federal organizations.

In-depth knowledge of the federal government sales environment, including procurement vehicles, systems integrators, channel partners, and other government contracting stakeholders.

Strong understanding of current federal compliance requirements, including vendor solution standards and contractor implementation requirements.

Demonstrated ability to create and execute territory plans and long-term account strategies while identifying near-term sales opportunities.

Experience generating demand for emerging products and selling professional services.

Proven success managing direct sales while leveraging channel, alliance, and systems integration partners.

Strong pipeline development, forecasting, negotiation, account management, and closing skills.

Familiarity with Salesforce and enterprise sales methodologies such as MEDDPICC and Command of the Message.

Strong communication, relationship-building, and executive presentation skills.

AI fluency at a skilled-prompter level, including the ability to create effective prompts, refine outputs, and validate AI-generated results against business needs.

Sound judgment when using AI tools, with an understanding of responsible use and compliance with applicable security and governance policies.

Ideally based in the Washington, D.C., Northern Virginia, or Maryland region.

Willingness to travel as required to support customer relationships and business development.

Benefits

Base salary range: USD $140,000–$150,000 per year.

Sales commission plan providing additional earning potential.

The posting also references a broader annual compensation range of USD $150,000–$300,000; actual compensation depends on qualifications, experience, and other business considerations.

How Jobgether works

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

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