Account Executive - Federal

First Due

6d•Remote

About The Position

First Due, a leading public safety software company, to grow our footprint across U.S. federal agencies responsible for fire and EMS services by selling our cloud-based public safety software solutions. This role owns the full federal sales lifecycle—from prospecting and relationship development through contract award and expansion. As an AE for federal accounts, you’ll have a significant impact on selling our best-in-class SaaS platform providing end-to-end support to federal fire and EMS customers across North America, working closely with sales engineering, proposals, customer success, and product teams to navigate complex federal procurement processes and deliver solutions that support mission-critical public safety operations. The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities required of this role.

Requirements

5+ years of experience in federal government sales, preferably selling SaaS, software, or technology solutions
Proven success closing deals with U.S. federal agencies (civilian, DoD, DHS, DOJ, or public safety-related agencies)
Strong experience selling public safety software solutions and a strong knowledge of the public safety landscape
Strong understanding of federal procurement and contracting processes
Experience managing complex, multi-stakeholder sales cycles (6–18+ months)
Comfortable selling mission-critical solutions to public safety, emergency management, or security-focused organizations
Excellent communication, negotiation, and presentation skills
May work remotely but must be located in or within an hour’s drive of Washington DC.

Responsibilities

Own and manage a portfolio of federal agency accounts, driving net-new revenue and account expansion with customers responsible for fire and EMS services
Develop and execute strategic account plans aligned with agency missions, funding cycles, and procurement timelines
Consistently meet or exceed assigned annual sales quota
Build and maintain a strong qualified pipeline through prospecting, partner relationships, and inbound opportunities
Identify, qualify, and shape opportunities early in the procurement lifecycle
Manage opportunities through CRM with accurate forecasting and reporting
Navigate federal acquisition processes for federal fire and EMS services, including RFPs, RFIs, RFQs, BPAs, task orders, and sole-source justifications
Work closely with proposal and contracts teams on responses, pricing, and compliance
Leverage contract vehicles such as GSA Schedule, IDIQs, BPAs, and agency-specific contracts
Build trusted relationships with program managers, contracting officers, technical stakeholders, and end users
Lead discovery conversations to understand agency pain points, mission needs, and success criteria
Coordinate product demos and technical evaluations with sales engineers
Partner with marketing, product, and customer success teams to support go-to-market strategies
Provide feedback from federal customers to inform product roadmap and positioning
Support post-award transitions to customer success for long-term retention and growth

Benefits

First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart.

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