Account Executive - U.S. Intelligence Community

Fortra

92d • $60,000 - $80,000

About The Position

This position is responsible for driving Fortra’s software and services growth within the U.S. Federal Government, with a dedicated focus on the U.S. Intelligence Community (IC). The Account Executive will act as a trusted advisor, aligning Fortra’s cybersecurity and automation solutions to critical mission requirements. Success requires a blend of sales acumen, deep knowledge of IC acquisition and compliance processes, and the ability to cultivate relationships of trust with mission leaders, contracting officers, and technical stakeholders.

Requirements

• Minimum of 5 years of direct sales experience selling technology and/or software into the U.S. Federal Government, preferably within the Intelligence Community.
• Demonstrated success selling cybersecurity, data protection, analytics, cloud, or other mission-critical technology solutions.
• Strong understanding of government acquisition processes and contract vehicles.
• Exceptional relationship management and communication skills, with the ability to engage senior executives and technical stakeholders alike.
• Proven track record of exceeding sales targets in a quota-driven environment.
• Ability to travel to/within the Washington, D.C. metro area and occasionally nationwide.
• Excellent written and verbal communication skills.
• Strong organization and time management skills with the ability to manage competing priorities.
• Demonstrated ability to problem solve and negotiate with emphasis on closing the sale.

Nice To Haves

• Bachelor’s degree in business administration or technology-related major.
• Established network across CIA, NSA, DIA, NGA, NRO, or other IC agencies.
• Experience working with system integrators, defense primes, and federal partners in joint pursuits.
• Knowledge of federal budget cycles, funding streams, and IC mission priorities.
• Experience navigating classified program requirements and working within SCIF environments.
• Candidate lives in the Northern Virginia/DC area.
• US Military Veteran, particularly with experience working within the IC.

Responsibilities

• Develop and execute a strategic sales plan to expand Fortra’s presence across the U.S. IC.
• Build and maintain trusted relationships with decision-makers, program managers, contracting officers, and mission leaders.
• Identify and qualify new business opportunities by aligning solutions to mission and operational requirements.
• Manage the full sales cycle, including pipeline development, opportunity pursuit, proposal support, contract negotiation, and closing.
• Collaborate with internal technical, capture, and proposal teams to tailor offerings for specific IC needs.
• Leverage and expand relationships within the IC ecosystem, including system integrators, defense primes, and federal resellers, to create joint pursuit strategies.
• Translate complex technical solutions into mission-focused business outcomes for IC stakeholders.
• Stay current on federal procurement processes, contract vehicles and acquisition trends within the intelligence sector.
• Represent Fortra at customer, corporate, and partner events, conferences, and meetings.
• Consistently meet or exceed sales quotas and growth objectives.
• Other duties as assigned.

Benefits

• Health, dental, and vision coverage as of hire.
• Immediate enrollment in 401(k), HSA, and FSA plans.
• Flexible PTO policy.
• Tuition and personal enrichment reimbursement.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees