Federal Account Executive
About Our Client
Our client is the leading platform for digital identity verification and fraud prevention, leveraging AI and machine learning to help organizations confidently establish trust online. Their solutions are trusted by some of the largest public and private institutions to combat fraud, improve access, and streamline digital experiences.
Role Overview
Our client is seeking a high-performing Federal Account Executive to drive revenue growth across U.S. Federal civilian and/or defense agencies. This role will be responsible for owning and expanding strategic federal accounts, leading complex enterprise sales cycles, and positioning a mission-critical SaaS platform that addresses identity, fraud, and security challenges at scale.
This position is based in the Washington, DC metro area, with a strong preference for candidates who bring established relationships within federal agencies and deep familiarity with government procurement processes.
The ideal candidate has a proven track record of closing large, complex deals (including 7-figure contracts), excels in navigating federal sales environments, and brings a consultative, value-driven selling approach. Experience selling enterprise SaaS or cybersecurity solutions into federal agencies is required.
Key Responsibilities
- Own and execute a comprehensive territory plan focused on U.S. Federal agencies
- Identify, develop, and manage a robust pipeline of qualified opportunities within civilian and defense accounts
- Drive full-cycle enterprise sales efforts, including opportunity shaping, capture strategy, and contract execution
- Navigate complex federal sales environments involving multiple stakeholders, including IT, security, procurement, legal, and executive leadership
- Lead and participate in RFPs, RFIs, and other government procurement processes
- Close large, strategic deals, including contracts exceeding seven figures in total contract value
- Partner closely with Systems Integrators (SIs), resellers, and internal cross-functional teams (Solutions Engineering, Customer Success, Marketing, Product)
- Develop trusted relationships with key decision-makers and influencers across federal agencies
- Maintain accurate pipeline reporting, forecasting, and CRM hygiene
- Represent the company at federal industry events, trade shows, and customer briefings
- Stay informed on federal policy, compliance requirements (e.g., FedRAMP), and evolving cybersecurity and identity trends
Required Qualifications
- 7+ years of enterprise sales experience, with a strong focus on U.S. Federal Government customers
- Proven success closing complex, 7-figure SaaS or cybersecurity deals
- Demonstrated experience navigating federal procurement processes, including RFPs, RFIs, IDIQs, and contract vehicles (e.g., GSA schedules)
- Track record of exceeding quota in high-value, strategic territories
- Experience managing long, consultative sales cycles with multiple stakeholders
- Strong understanding of federal compliance and security requirements
- Exceptional communication, presentation, and negotiation skills, with experience selling to senior government officials and executives
- Based in or willing to relocate to the Washington, DC metro area
- Willingness to travel as required to support customer engagements
Preferred Qualifications
- Experience selling identity verification, fraud prevention, cybersecurity, or risk-based solutions
- Familiarity with federal security frameworks such as FedRAMP, NIST, or Zero Trust architecture
- Established relationships within key federal agencies (e.g., DHS, DOJ, Treasury, DoD, or civilian agencies)
- Experience partnering with federal systems integrators or managing channel relationships
FAQs
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