Account Executive, DHS-Department of Homeland Security

Trilogy Innovations•Bridgeport, WV

10d•Remote

About The Position

The Account Executive, Department of Homeland Security is a quota-carrying federal sales professional responsible for driving new business and expanding Trilogy Innovations’ footprint across DHS agencies and components. Your primary focus is the Department of Homeland Security – including CBP, ICE, TSA, FEMA, USCIS, USSS, USCG, CISA, and DHS headquarters – and you may flex to adjacent federal customers as pipeline priorities evolve. You are the face of Trilogy to DHS stakeholders, translating mission-critical needs into technology solutions while navigating the full federal acquisition lifecycle. You bring established DHS relationships, a track record of closing multi-year federal contract awards, and the discipline to manage a complex, long-cycle pipeline. The anchor portfolio is the Department of Homeland Security (CBP, ICE, TSA, FEMA, USCIS, USSS, USCG, CISA, S&T, and DHS headquarters components). The role may flex to adjacent federal civilian customers as the Director, Federal Business Development assigns based on pipeline coverage and strategic priorities. Carries an annual revenue quota with commission structured under the Trilogy Standard BD Commission Plan. Reports directly to the Director, Federal Business Development and serves as Trilogy’s primary point of contact on assigned DHS customer and partner engagements.

Requirements

5+ years of quota-carrying federal sales experience, with at least 3 years selling directly to DHS agencies or components.
Bachelor’s degree
Demonstrated track record of meeting or exceeding annual revenue targets in the federal market.
Deep understanding of DHS organizational structure, mission priorities, and acquisition processes.
Experience working with federal contract vehicles (GSA MAS, GWACs, BPAs) and navigating FAR/DFAR compliance.
Strong existing relationships with DHS decision-makers, program managers, or contracting officers.
Experience managing complex, multi-stakeholder sales cycles of 6–18 months.
Proficiency with CRM platforms (Salesforce or equivalent) and federal pipeline management.
Ability to travel 25–30% of the time to support customer meetings, partner engagements, and industry events.
U.S. citizenship required; ability to obtain federal suitability clearance or public trust.

Nice To Haves

Active security clearance (Secret or higher).
Prior experience with border security, emergency management, cybersecurity, or public safety technology solutions.
Familiarity with FEMA grant programs, CISA cybersecurity initiatives, or other DHS mission-specific programs.
Experience with CMMC compliance requirements and FedRAMP-authorized solutions.

Responsibilities

Own end-to-end business development strategy and execution for the DHS portfolio – covering market analysis, account planning, opportunity qualification, capture, proposal, and close.
Build and maintain trusted, senior-level relationships with DHS customers including program managers, contracting officers, and agency decision-makers across CBP, ICE, TSA, FEMA, USCIS, USSS, USCG, CISA, and DHS headquarters.
Partner with channel partners, prime integrators and contract vehicle holders to position Trilogy solutions and accelerate deal closure.
Lead capture for DHS pursuits including teaming strategy, win-theme development, pricing-to-win, and B&P investment recommendations to the Director of Federal Business Development.
Manage the full sales cycle from prospecting through contract award, including RFI/RFP responses and oral presentations.
Maintain an accurate, forecast-ready pipeline in the company CRM; deliver weekly pipeline updates, monthly forecasts, and quarterly business reviews to the leadership team.
Partner with Trilogy delivery, solutions, contracts, and finance teams to develop responsive technical and cost proposals, Statements of Work, and Bills of Materials.
Represent Trilogy at DHS industry days, agency forums, and partner events; shape upcoming acquisitions through pre-RFP customer engagement and capability briefings.