Federal Account Executive – AI Governance & Cybersecurity

About The Company The organization is a rapidly growing technology company specializing in AI governance, cybersecurity, and secure deployment of advanced AI systems. It provides solutions that enable enterprises and government agencies to adopt artificial intelligence securely while managing privacy, security, and compliance risks. The platform supports organizations deploying large-scale AI systems by providing robust governance, monitoring, and security frameworks. The company collaborates with U.S. Federal Government and Department of Defense agencies to facilitate AI adoption in mission-critical settings. About The Role The Federal Account Executive will lead the company’s federal sales efforts, driving pipeline creation, capture strategy, and deal closure across Department of Defense and Intelligence Community agencies. This role requires a proactive sales professional experienced in building a federal sales pipeline from the ground up. Reporting to a senior federal program leader, the position operates without dedicated SDR support and involves direct outreach to system integrators, acquisition leaders, program offices, and government agencies. The ideal candidate has a proven track record selling enterprise software, cybersecurity, or AI infrastructure solutions to defense or intelligence agencies and understands federal procurement and budgeting cycles. Additional Compensation

• On-Target Earnings (OTE): $200,000 – $300,000, depending on experience

Location: Remote (Washington D.C. / Northern Virginia area required)

Key Responsibilities

• Lead federal capture campaigns end-to-end, including pipeline development, opportunity positioning, teaming strategy, proposal development, and contract execution.
• Build and maintain relationships with acquisition leaders, program managers, system integrators, and federal innovation organizations involved in emerging technology adoption.
• Identify mission gaps and shape early-stage opportunities by aligning solutions with operational requirements, acquisition timelines, and program priorities.
• Manage and close complex multi-stakeholder federal sales cycles, navigating Department of Defense budgeting processes, procurement frameworks, and partnership ecosystems.
• Conduct targeted outreach and networking at federal cybersecurity, defense technology, and AI industry events to build relationships with key stakeholders such as CISOs, program managers, and procurement leaders.
• Collaborate with internal leadership to deliver market intelligence and strategic feedback, supporting the organization’s federal go-to-market strategy, partnerships, and positioning.

Requirements

Must Have

• 5–10 years of experience selling cybersecurity, AI, or enterprise infrastructure software to the U.S. Federal Government, specifically Department of Defense or Intelligence Community agencies.
• Demonstrated experience selling into defense organizations such as military branches or intelligence agencies.
• Strong understanding of federal acquisition processes, including FAR, DFARS, OTA mechanisms, SBIR/STTR programs, and Department of Defense budgeting cycles.
• Proven ability to independently build a sales pipeline and close large, complex federal deals without SDR support.
• Ability to translate technical AI/ML, data security, or cloud infrastructure capabilities into clear mission outcomes for government stakeholders.essional network within the defense innovation ecosystem, including program offices, acquisition commands, prime contractors, and system integrators.
• Strong written and verbal communication skills, with experience briefing senior government stakeholders and building consensus across diverse audiences.
• Based in or near the Washington, D.C. / Northern Virginia region, with the ability to attend meetings and industry events as needed.
• U.S. citizenship required and the ability to pass a background check.
• Willingness to travel approximately 25–30% for conferences, meetings, and industry engagements.to Have
• Existing professional relationships within the Department of Defense, military branches, or Intelligence Community organizations.
• Experience working at both large technology companies and startups, particularly in high-growth technology sectors.
• Familiarity with AI/ML infrastructure, large language models, or data security governance frameworks.
• Active security clearance or eligibility for a Secret or Top Secret/SCI clearance.
• Experience leading or contributing to RFI/RFP responses for AI, cybersecurity, or advanced technology solutions.

Benefits & Perks

• Competitive compensation with performance-based earnings potential.
• Opportunity to contribute to mission-driven work supporting secure adoption of advanced technologies within the U.S. government.
• Flexible, remote-first work environment.
• Opportunities to travel and engage with federal stakeholders and technology communities.

Interview Process

• Introductory call with the hiring team
• Interview with executive leadership
• Interview with the Head of Sales
• Mock sales call/role simulation
• Offer stage
• Hiring decision and onboarding

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