Federal Account Executive

Handshake•Remote, Remote

1d•$180,000 - $210,000•Remote

About The Position

As a Federal Account Executive, you will own both new business acquisition and the growth of an existing portfolio of federal agency customers. You will develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from prospecting to close across your named book of accounts. This role requires familiarity with the hiring needs and challenges of federal agencies and an understanding of how they function. It will also require strategic thinking, relationship building, and a strong focus on achieving revenue targets across both new and existing business.

Requirements

3–4+ years of Account Executive experience selling SaaS-based solutions, ideally into the federal government or public sector
Experience with both new business acquisition and customer retention in a hybrid AE motion
Familiarity with federal acquisition processes and contracting; SLED background considered for the right candidate
Success pitching and closing deals in the six-figure range
Experience navigating and building relationships within federal departments and agencies
A strong history of quota attainment and consistent performance
Excellent customer-facing skills and comfort managing senior government stakeholders
Experience preparing account plans and business value narratives
Proven ability to collaborate successfully with a go-to-market team
Candidate must be based on the east coast

Responsibilities

Manage and grow an existing portfolio of federal agency customers while continuously pipelining new, relevant opportunities
Meet or exceed annual quota across both a customer retention number and a new business target
Understand a department or agency's business drivers, challenges and pain points
Navigate federal acquisition processes and contracting, including sole source justification
Schedule, manage and run meetings with senior economic buyers within the federal government
Create proposals, executive briefings, and seasonal business reviews for HR and business leaders at federal agencies
Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
Partner closely with Customer Success and Program Management teammates to ensure strong customer outcomes post-sale
Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline