What are the responsibilities and job description for the Federal Strategic Account Executive position at Ultimate Knowledge?
We are seeking an experienced Federal Strategic Account Executive to own and grow a portfolio of high-value U.S. federal government accounts. This senior sales role focuses on building trusted advisor relationships with senior stakeholders in Civilian agencies, Department of Defense (DoD), Intelligence Community, and/or federal systems integrators / primes. The ideal candidate will drive both net-new logos and expansion and upsell within existing strategic accounts while navigating complex federal procurement processes.
The Federal Strategic Account Executive will develop and execute multi-year account strategies, collaborate cross-functionally with solutions engineers, partners, contracts, and executive leadership to close large, strategic opportunities and achieve aggressive revenue targets.
Key Responsibilities
- Serve as the primary executive point of contact and trusted advisor for assigned strategic federal accounts.
- Develop and own comprehensive, multi-year strategic account plans that align company solutions with customer mission priorities, budgets, and acquisition roadmaps.
- Identify, qualify, and pursue net-new opportunities as well as expansion within existing accounts to drive consistent year-over-year revenue growth.
- Lead complex sales cycles from prospecting through contract award, coordinating internal teams and external partners/subcontractors.
- Respond to RFIs, RFPs, and other solicitation documents; contribute to proposal strategy and compliance with federal requirements.
- Navigate federal procurement vehicles and build strategies around key buying vehicles.
- Build and maintain C-level and senior program-level relationships across civilian agencies, DoD components, and/or IC organizations.
- Forecast sales pipeline accurately and achieve or exceed quarterly and annual revenue quotas.
- Represent the company at industry events, agency briefings, trade shows, and partner engagements in the federal market.
- Provide voice-of-the-customer feedback to product, engineering, and marketing teams to influence roadmap and positioning.
Required:
- 5 years of quota-carrying sales experience in the federal government market (defense, civilian, or intelligence).
- Deep understanding of federal acquisition regulations, procurement processes, budgeting cycles, and compliance frameworks.
- Established network of senior contacts within target federal agencies and/or with major federal systems integrators.
- Ability to obtain and maintain a U.S. government security clearance.
- Willingness to travel.
Preferred:
- Prior experience selling complex enterprise software, SaaS, cloud, cybersecurity, data analytics, AI/ML, mission-critical IT, or professional services into federal government.
- Experience working with channel partners, primes, and subcontractors in the federal ecosystem.
- Strong executive presence and exceptional written/oral communication skills.
Why Work With UKI
At Ultimate Knowledge, you’ll join a team that’s redefining cyber training through technical innovation, creativity, and mission focus. We offer:
- Medical, dental, and vision coverage
- Short and long-term disability coverage
- Basic life insurance
- Optional supplementary life insurance policy available
- UKI will cover 100% of your individual premium for medical, dental, vision, disability, and basic life.
- 401k plan with basic safe harbor matching (up to 4% match with 5% contribution)
- 15 days of PTO annually for either vacation or sick days
- 12 company holidays (same as 11 federal holidays) plus Christmas Eve
- Professional Training and Certification Support
- Fully Remote Work Environment