Federal Account Executive
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Job Description
Federal Account Executive managing relationships and sales for federal agencies. Drive growth through new business and customer retention of a federal portfolio.
Responsibilities:
- Own both new business acquisition and the growth of an existing portfolio of federal agency customers
- Develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from prospecting to close across your named book of accounts
- Manage and grow an existing portfolio of federal agency customers while continuously pipelining new, relevant opportunities
- Meet or exceed annual quota across both a customer retention number and a new business target
- Understand a department or agency's business drivers, challenges, and pain points
- Navigate federal acquisition processes and contracting, including sole source justification
- Schedule, manage and run meetings with senior economic buyers within the federal government
- Create proposals, executive briefings, and seasonal business reviews for HR and business leaders at federal agencies
- Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
- Partner closely with Customer Success and Program Management teammates to ensure strong customer outcomes post-sale
- Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline
Requirements:
- 3–4+ years of Account Executive experience selling SaaS-based solutions, ideally into the federal government or public sector
- Experience with both new business acquisition and customer retention in a hybrid AE motion
- Familiarity with federal acquisition processes and contracting; SLED background considered for the right candidate
- Success pitching and closing deals in the six-figure range
- Experience navigating and building relationships within federal departments and agencies
- A strong history of quota attainment and consistent performance
- Excellent customer-facing skills and comfort managing senior government stakeholders
- Experience preparing account plans and business value narratives
- Proven ability to collaborate successfully with a go-to-market team
Benefits:
- Equity in a fast-growing company
- 401(k) match, competitive compensation, financial coaching
- Paid parental leave, fertility benefits, parental coaching
- Medical, dental, and vision, mental health support, $500 wellness stipend
- $2,000 learning stipend, ongoing development
- Internet, commuting, and free lunch/gym in our SF office
- Flexible PTO, 15 holidays + 2 flex days
- Team outings & referral bonuses
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