Account Executive - Federal Government (Remote, United States)

M-Files

10h•Remote

About The Position

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance. Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries. M-Files is seeking a highly accomplished Federal Account Executive to lead new business acquisition efforts across the United States Federal Government. This role is responsible for identifying, developing, and closing strategic opportunities within civilian, defense, and independent federal agencies while expanding M-Files' presence as a trusted provider of AI-powered document management, information governance, workflow automation, and knowledge work automation solutions. This is a highly strategic hunter role focused exclusively on net new business development. The successful candidate will possess a strong understanding of the federal marketplace, agency modernization initiatives, records management requirements, compliance frameworks, and the acquisition processes that drive federal technology investments. The Federal Account Executive will be expected to establish relationships with senior government stakeholders, program leadership, records management professionals, contracting officers, system integrators, and partner organizations to identify opportunities and drive successful outcomes. This individual must be capable of navigating long and complex sales cycles while creating executive alignment around business outcomes, operational efficiencies, compliance objectives, and digital transformation initiatives. Success in this role requires a combination of strategic account planning, disciplined prospecting, executive relationship building, and enterprise solution selling. The ideal candidate is comfortable operating independently, has experience developing federal territories from the ground up, and possesses the credibility to engage confidently with both government leadership and strategic partners. This individual will serve as a trusted advisor to prospects while helping agencies modernize how they manage information, automate mission-critical processes, improve governance, and leverage AI to increase productivity and operational effectiveness.

Requirements

10+ years of enterprise software sales experience.
Minimum of several years selling directly into U.S. Federal Government agencies.
Strong understanding of federal procurement environments and acquisition processes.
Demonstrated success selling complex SaaS, information management, cybersecurity, governance, or enterprise platform solutions.
Proven history of exceeding quota within a net new business development role.
Experience working with federal system integrators, channel partners, and strategic alliance organizations.
Strong executive presence and ability to communicate value to multiple stakeholder groups.

Nice To Haves

Existing relationships within civilian, defense, intelligence, or independent agencies preferred.

Responsibilities

Drive net new sales opportunities within assigned federal agencies.
Develop and execute strategic federal account plans.
Build relationships with executives, program leaders, records officers, contracting officials, and IT leadership.
Navigate federal procurement processes and acquisition vehicles.
Work with partners, resellers, and systems integrators to increase market penetration.
Position M-Files as a solution for records management, compliance, knowledge management, workflow automation, and operational modernization.
Lead complex opportunity management from prospecting through contract award.
Deliver accurate forecasting and pipeline management.
Build and maintain a healthy federal pipeline capable of exceeding annual quota expectations.
Represent M-Files at federal industry events, partner functions, and government-focused conferences.