Federal Account Executive

CIQ

16h • Remote

About The Position

The Federal Account Executive will drive CIQ’s growth in the U.S. Federal Government sector, covering civilian agencies, the Department of Defense, the Intelligence Community, and federal systems integrators. The role owns a quota-carrying territory and is responsible for building and executing a federal sales strategy, navigating complex acquisition environments, and delivering accurate, predictable forecasts. The position requires firsthand experience selling directly to DoD and other federal customers, knowledge of the federal buying process from budget formulation through contract award, and the ability to align CIQ’s open-source infrastructure with federal security and compliance requirements.

The position is based in the Washington, D.C. metro area and requires up to 40% travel to customer and partner sites and relevant federal industry events.

Requirements

• 12–15 years of federal sales, account management, or business development experience in the public sector.
• At least 3 years in a quota-carrying role selling directly to DoD and/or federal civilian agencies.
• Proven track record selling software or infrastructure directly to U.S. Federal customers, including DoD and/or civilian and Intelligence Community agencies, with a history of meeting or exceeding quota.
• Working knowledge of the federal acquisition lifecycle, including PPBE and budget cycles, requirements development, acquisition strategy, contract vehicles, OTAs, CSOs, and end-of-fiscal-year buying.
• Demonstrated accurate, defensible forecasting within ±10% quarterly and disciplined CRM pipeline management on long, multi-stakeholder sales cycles.
• Familiarity with FIPS 140-3, DISA STIGs, NIST 800-53/800-171, CMMC, FedRAMP, and ATO processes, and the ability to connect these requirements to open-source infrastructure.
• Existing relationships with federal program offices, primes/FSIs, resellers, and the public-sector partner ecosystem.
• Experience building compliant deals through teaming agreements, 8(a) and small-business partners, and federal primes.
• Ability to run technical pilots that demonstrate mission fit and convert them into funded production awards.
• Excellent communication, negotiation, and presentation skills.
• Strategic, self-motivated approach, growth mindset, and ability to thrive in a fast-paced startup environment.
• Bachelor’s degree in business, public policy, marketing, computer science, or a related field, or equivalent experience.
• Deep understanding of public-sector IT modernization, open-source adoption, Linux/infrastructure, HPC/AI, and hybrid/cloud trends.
• Track record of landing new-logo agencies and growing them into multi-year, enterprise-wide agreements.
• U.S. citizenship is required to support clearance eligibility and customer access requirements.

Nice To Haves

• Active U.S. security clearance (Secret or TS/SCI); preferred but not required.
• Experience selling Linux, open-source, HPC, or DevSecOps platforms in federal environments.
• Experience with MEDDPICC or a similar qualification methodology and with HubSpot.

Responsibilities

• Drive CIQ’s growth in the U.S. Federal Government sector across civilian agencies, DoD, the Intelligence Community, and federal systems integrators.
• Own a quota-carrying territory and build and execute a federal sales strategy.
• Navigate federal acquisition environments, from budget formulation through contract award.
• Deliver accurate, predictable forecasts and maintain disciplined CRM pipeline management.
• Build relationships with federal program offices, primes and federal systems integrators, resellers, and public-sector partners.
• Structure compliant channel deals through teaming agreements, 8(a) and small-business partners, and federal primes.
• Run technical pilots that prove mission fit and convert them into funded production awards.
• Communicate, negotiate, and present to contracting officers, program managers, technical evaluators, and senior leaders.
• Travel up to 40% to customer and partner sites and relevant federal industry events.

Benefits

• Medical, dental, and vision insurance.
• Flexible paid time off.
• Employee stock options.
• Remote work is noted as a benefit, though the role itself is based in the Washington, D.C. metro area.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior