Strategic Account Executive, Federal Sales

Procore is seeking an Account Executive, Federal Sales to join our Sales Team, focusing on acquiring and growing high-value accounts within the U.S. federal government market. In this strategic role, you will be essential in expanding Procore's footprint in a critical sector.

You will apply an understanding of Procore's products, our sales methodology, and the complex federal procurement landscape to drive adoption of our world-class construction management platform across key federal agencies. This position's primary function is new account acquisition and expansion.

This role reports to the Director of Federal Sales and can be based remotely. We're looking for someone to join us immediately!

What you'll do:

• Lead Federal Sales Strategy: Develop and execute strategic territory and account plans to achieve revenue targets within designated federal agencies (Civilian and DoD).

• Pipeline Generation: Build and manage a robust federal pipeline from the ground up by identifying, pursuing, and closing new business opportunities.

• Federal Expertise: Utilize a strong understanding of the federal government sales cycle and procurement landscape to accelerate complex, multi-stakeholder deals.

• Consultative Selling: Employ solution-based selling techniques to understand mission requirements and articulate Procore's value proposition against agency budget appropriations, mission requirements, and industry trends.

• Build Executive Relationships: Cultivate strong, trust-based relationships with key stakeholders, federal decision-makers, and C-level executives.

• Collaborate and Partner: Work closely with internal teams and external System Integrators and Channel Partners to drive new client acquisition and account expansion.

• Compliance Awareness: Ensure deals adhere to federal compliance requirements (e.g., FAR/DFARS) and emphasize that Procore is FedRAMP compliant.

• Sales Documentation: Maintain detailed records, accurate forecasting, and reporting of all sales activities in the CRM system.

What we're looking for:

• 6 years of successful SaaS sales experience, with at least 4 years selling enterprise SaaS to U.S. federal government agencies.

• Proven record of consistent quota attainment in strategic field sales targeting large, complex accounts.

• Demonstrated success in the full RFP process from initial bid to contract award.

• Experience managing complex deal cycles and coordinating internal stakeholders (e.g., Legal, Contracting, Solutions Engineering, Inside Sales, Customer Success Engineers).

• Experience working with System Integrators and Government Affairs Firms to drive federal sales strategy and deal flow.

• Strong understanding of federal contract vehicles (e.g., GSA, GWACs) and acquisition regulations (FAR/DFARS).

• Executive presence and proven ability to communicate and negotiate with government executive-level decision makers.

• A passion for public sector innovation and mission-driven work.

Base Pay Range:

On Target Earning Range:

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location.

This position requires access to technology, software, and data that is controlled or restricted under U.S. law, regulation, executive order, or government contract.

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.