Federal Account Executive

FEDERAL ACCOUNT EXECUTIVE

Overview

As Federal Account Executive, you'll build the company's federal sales motion from the ground up, owning pipeline development, capture campaigns, and deal closure across the Department of Defense and Intelligence Community. You'll report directly to the Federal Implementation Leader and work without SDR support, reaching out directly to system integrators, program offices, and government agencies. This is not a civilian agency role; the company's two federal beachheads are the Army and Air Force, and the ideal candidate has sold software or cybersecurity products directly into one or both.

About the Company

The company is an AI governance and cybersecurity firm protecting advanced LLM deployments. Backed by 40 of the top 100 banks and led by two Forbes 30 Under 30 founders, they serve Fortune 500 companies, including PayPal, Experian, and BlackRock. On the federal side, the company holds a seven-figure Direct-to-Phase 2 contract with the U.S. Army and works directly with the Army's AI Ops team.

Key Responsibilities

• Lead capture campaigns end-to-end, pipeline development, positioning, teaming, proposal development, and contract execution

• Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations, including DIU and AFWERX

• Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines

• Close complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships to secure contracts

• Network relentlessly at federal cybersecurity and AI events — building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond

• Bring market feedback to leadership to help shape federal strategy, positioning, and partnerships

Requirements — Must Have

• 5–10 years of experience selling cybersecurity, AI, or infrastructure software to the U.S. Federal Government — non-civilian agencies only (DoD or Intelligence Community)

• Direct experience selling into the U.S. Army, Air Force, or IC; civilian-only backgrounds will not be considered

• Deep understanding of federal acquisition processes, FAR/DFARS, OTA, SBIR/STTR, and the DoD budgeting cycle

• Track record of building a pipeline from scratch and closing seven-figure deals without SDR support

• Ability to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes

• Established network within the defense innovation ecosystem, program offices, PEOs, acquisition commands, prime contractors, and system integrators

• Excellent written and verbal communication, experience briefing senior leaders, and building consensus across diverse audiences

• Based in the Washington, D.C. / Northern Virginia area, must be able to attend events and meetings on an impromptu basis

• U.S. citizenship required, must be able to pass a background check

• Willingness to travel 25–30% for conferences, on-site meetings, and industry events

Requirements — Nice to Have

• Existing network within the Department of Defense, Army, Air Force, or Intelligence Community

• Experience at a startup after a larger company (ideal path: large company → startup → large company → startup)

• Knowledge of AI/ML infrastructure, LLMs, or data security frameworks

• Active or pathway to U.S. Secret or Top Secret/SCI clearance

• Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions

Compensation

• Base Salary: $100,000 - $150,000

• Total OTE: $200,000 - $300,000 (depending on experience)

Benefits & Perks

• Mission-driven work, helping the U.S. government adopt AI securely

• Travel opportunities

• Remote work environment

Interview Process

1. Intro Call

2. Mock Call

3. Call with Head of Sales

4. Call with CEO

5. Final Case Study

6. Offer Extended