Key Account Manager - Federal Government

Milestone

29d • $190,000 - $230,000

About The Position

In this Key Account Manager position, you will manage Milestone’s go-to-market approach for the entire Federal Government vertical, owning trusted relationships with federal agency partners and guiding the adoption of our open-platform video management solutions. You will benefit from direct collaboration with technical, sales, and product teams, and see the results of your work in measurable federal growth. Bring your federal sector skills to a people-centered environment known for responsible innovation and lasting partnerships.
This role is in the Washington, D.C. metro area requiring up to 50% travel which may include domestic and international air travel as needed to fulfill business objectives.
As the Key Account Manager for the Federal Government, you will play a key role in Milestone’s efforts to expand our presence in the federal market. Your role is to be the primary point of contact for key federal accounts, managing engagement, solution adoption, and long-term partnerships. You will bridge the gap between customer needs and Milestone’s offerings, ensuring our solutions are effectively positioned to meet the unique requirements of federal agencies.

Requirements

• 10+ years of B2B experience and 5+ years selling into U. S. federal agencies managing large, complex opportunities and navigating federal procurement cycles
• Deep knowledge of federal compliance, procurement, and contracting processes (e.g., IDIQ, GWAC, RFP)
• Established network within federal civilian and/or defense agencies
• Demonstrated ability to build strategic account plans and execute against defined targets
• Experience leading cross-functional teams and managing stakeholders across sales, marketing, and engineering

Responsibilities

• Build and grow trusted relationships with decision-makers across federal agencies, including procurement, operations, and IT/security leaders.
• Identify and pursue new business opportunities across the federal landscape. Own the full sales cycle from account mapping and opportunity creation to proposal development, value positioning, and close.
• Demonstrate deep experience working within IDIQs, GWACs, GSA schedules, and agency-specific contracting vehicles. Coordinate RFP responses and complex proposal submissions.
• Collaborate closely with key channel partners, consultants, and Milestone’s internal overlay teams to deliver joint value and ensure consistent federal messaging and execution.
• Maintain a disciplined sales process, ensuring pipeline health and forecast accuracy via Salesforce. Track engagement activities, meeting reports as well as opportunity progression, and KPI attainment.

Benefits

• Ranked among the 100 Best Companies to Work for in Oregon, Milestone offers excellent benefits and a great culture.
• Employees here have flexible work environments, opportunities for further education, and the ability to directly affect change in our organization.
• The annual on-target earnings for this position range from $190,000 to $230,000.
• Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone’s total compensation package.
• Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance.
• If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy.

What This Job Offers

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