Account Executive (Defense Agencies & Fourth Estate)

Red Cell Partners • Washington, DC

2d • Hybrid

About The Position

Red Cell Federal is seeking a driven Account Executive with a proven track record of selling enterprise software and services to the public sector. This role involves owning new business development across military services and Combatant Commands, from initial customer engagement through contract award. The position is ideal for a disciplined hunter experienced in complex federal sales cycles, who consistently exceeds quota and ensures contracts are signed. The Account Executive will be responsible for the full sales lifecycle, including pipeline creation, qualification, capture support, proposal coordination, negotiation, and closing. They will develop and execute strategic account plans, build trusted relationships with government stakeholders, and identify/pursue new business opportunities. The role requires leading customer engagement across various federal acquisition pathways, collaborating with internal teams, and maintaining a deep understanding of federal budgets and procurement processes. The Account Executive will drive executive-level engagements, manage a qualified pipeline, capture customer feedback, track competitive activity, and provide accurate forecasting. Representation at industry events and partnering with portfolio companies are also key aspects of the role.

Requirements

• 8+ years of experience selling technology into the U.S. Department of Defense, with a clear emphasis on net-new business rather than account management or program support.
• Demonstrated success selling enterprise SaaS solutions.
• Deep experience selling into both the military services and Combatant Commands, including a practical understanding of how a service acquisition organization differs from a COCOM J-code customer.
• Verifiable first-dollar-in wins, including personally sourcing and closing seven-figure or larger opportunities where your company previously had no footprint.
• Fluency across federal acquisition pathways, including OTAs, consortium awards, Commercial Solutions Openings, SBIR Phase III, GWACs, IDIQs, and teaming strategies, with sound judgment about which pathway can move fastest.
• Working knowledge of color of money and POM timing, with the ability to help customers identify viable funding paths.
• Ability to obtain a Secret security clearance.
• Willingness to travel up to 50%.

Nice To Haves

• Prior active-duty military service or federal civilian experience.
• Experience selling software rather than services, particularly AI-enabled enterprise software.
• Active Secret or TS/SCI clearance.

Responsibilities

• Own the full sales lifecycle from opportunity identification through contract award, with responsibility for pipeline creation, qualification, capture support, proposal coordination, negotiation, and close.
• Develop and execute strategic account plans across assigned Department of Defense and Combatant Command.
• Build trusted relationships with mission owners, program managers, acquisition professionals, contracting officers, and senior government stakeholders to understand operational challenges and align Red Cell Federal capabilities to mission needs.
• Create and shape opportunities before formal requirements exist by engaging customers early, identifying mission gaps, influencing acquisition strategies, and helping define solution approaches.
• Identify and pursue new business opportunities that result in measurable revenue growth, including expansion into new organizations, programs, and mission areas.
• Lead customer engagement efforts across all stages of the federal acquisition process, including OTAs, Commercial Solutions Openings (CSOs), SBIR/STTR opportunities, IDIQs, GWACs, consortiums, and traditional FAR-based procurements.
• Collaborate closely with product, engineering, growth, capture, proposal, and leadership teams to develop compelling solutions that address customer requirements and mission objectives.
• Maintain a deep understanding of federal budgets, program funding, acquisition timelines, and procurement pathways to accelerate customer adoption and contract awards.
• Drive executive-level engagements, product demonstrations, capability briefings, and strategic workshops with government stakeholders.
• Develop and manage a qualified pipeline that consistently exceeds quota and supports long-term growth objectives.
• Capture customer feedback, operational needs, and market intelligence to inform product strategy, solution development, and future growth opportunities.
• Track competitive activity, emerging requirements, contract vehicle developments, and acquisition trends across assigned accounts.
• Provide accurate forecasting, opportunity management, and pipeline reporting within CRM and business operating processes.
• Represent Red Cell Federal at industry events, government forums, conferences, and customer engagements to expand brand awareness and generate new opportunities.
• Partner with portfolio companies and internal stakeholders to identify opportunities where multiple capabilities can be combined to solve complex government challenges.

Benefits

• Career track opportunity with potential for rapid advancement with strong performance as the firm grows
• 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family.
• Paid maternity and paternity for 14 weeks at employees' normal pay.
• Unlimited PTO, with management approval.
• Opportunities for professional development and continued learning.
• Optional 401K, FSA, and equity incentives available.
• Mental health benefits are available through Tara Mind.
• Cost effective GLP-1 solutions available through Crux.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed