Account Executive

Windward•Washington DC, DC

11d•Hybrid

About The Position

This Account Executive role focuses on the Intelligence Community (IC) and requires a candidate with a strong understanding of maritime intelligence challenges. The company has developed an AI platform that addresses these complex issues and is already utilized by numerous U.S. government organizations. The primary goal of this position is to expand the existing presence within the IC, turning a validated beachhead into a significant portfolio by developing new mission centers, directorates, and programs of record. The role involves owning a named set of IC accounts, managing the full sales lifecycle from account mapping and discovery to closing deals and expansion. It requires engaging with senior government officials, understanding mission-set requirements rather than just pitching features, and navigating complex federal procurement processes. Building and managing a network of partners (primes, SIs, resellers) is also a key responsibility, along with maintaining forecast integrity and advocating for customer needs within the company.

Requirements

Active TS/SCI clearance (non-negotiable).
5+ years selling software or analytics into the Intelligence Community, with closed deals verifiable at an unclassified level.
Demonstrated ownership of full-cycle federal sales, including navigating the contracting process.
Command of federal procurement mechanics: contract vehicles, color of money, POM cycles, ATO and accreditation timelines.
Proven ability to sell at the executive level (SES, flag officer, mission-center director).
Credible technical range to discuss data fusion, model outputs, false positives, and integration architecture.
Fluency with a qualification discipline (MEDDPICC or equivalent) that is actively applied.

Nice To Haves

CI or FS poly strongly preferred.
Prior service in a maritime, targeting, MASINT/GEOINT, or all-source role.
Experience as a government customer of commercial analytics.
Experience selling in an environment where the government cares about ownership (FOCI and supply-chain provenance knowledge is advantageous).
Comfort in a company where the U.S. federal business is still being built and process is co-created.

Responsibilities

Own a named IC account set, managing the full lifecycle including account mapping, mission-set discovery, champion development, technical validation, procurement strategy, award, and expansion.
Engage with senior government officials (SES/SIS civilians, flag and general officers, directorate and mission-center chiefs, CTOs, CDOs, program executives) to secure follow-on meetings and build relationships.
Develop fluency in mission-sets to translate customer workflow gaps into deployed capabilities, focusing on solutions rather than feature pitching.
Architect procurement strategies, understanding and utilizing various contract vehicles (IDIQs, OTAs, GSA, SBIR/CSO on-ramps, sole-source justifications, teaming arrangements).
Identify, vet, and manage a teaming network of primes, SIs, and cleared resellers.
Maintain forecast integrity through MEDDPICC-disciplined qualification.
Act as the voice of the customer, surfacing requirements to shape the product roadmap and advocating for customer needs internally.
Build an account from a single foothold into multi-directorate adoption.