Senior Account Executive (Department of Homeland Security)

Red Cell Partners • McLean, VA

2d • $175,000 - $370,000 • Remote

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. Reporting directly to the CRO, you will own new business development across the military services and Combatant Commands, from the earliest customer engagement through signed contract and award. This role requires a proven enterprise software seller. You have carried an individual quota as an Account Executive, you have consistently hit it, and you can speak precisely to your numbers. Experience selling for a startup or early-stage company — a product without an established category or reference base — is what we value most. This is not a seat where we develop a seller; you arrive knowing how to run a cycle.

Requirements

• Quota-carrying enterprise software AE experience
• 8+ years selling technology into the federal government, with a majority in new business, and substantial recent time inside DHS specifically.
• Genuine component-level depth. You know that CISA and S&T buy technology, that CBP, ICE, USCIS and the Coast Guard buy operational capability at scale, and that DHS HQ buys enterprise — and you can say which of those you know cold rather than claiming all of them.
• Command of FAR-based competitive procurement, not only other transaction authorities. You know how to position for a publicly competed award, how to build a compliant and winning response, and when to prime versus sub.
• Vehicle fluency. You understand which DHS and government-wide vehicles reach which components, how to get onto them, and how to sell through a vehicle you do not hold.
• A verifiable record of first-dollar-in wins where your company had no prior footprint, with the specifics of how you did it.
• Appropriations literacy: how DHS components are funded, budget cycle timing, and how to help a customer find or build funding for a new capability.
• Ability to sell with active, opinionated executive involvement.
• U.S. citizenship.
• Bachelor's degree, or equivalent depth of operational experience.

Nice To Haves

• Prior government service inside a DHS component — uniformed, law enforcement, or civilian.
• Experience selling AI/ML, data platform, or decision-support software rather than labor-based services.
• Small business and teaming fluency. DHS set-aside dynamics reward sellers who understand them.
• Active TS/SCI, or a clearance history that makes reinstatement straightforward.

Responsibilities

• Territory strategy, built jointly. Develop the account plan for your segment with the CSO team, executive leadership, and your peers on the federal team. Bring the field intelligence and a clear recommendation, expect real debate, own the execution once direction is set.
• New business capture. Personally source, qualify, and close new-name business. Own the full cycle from first introduction through award and initial expansion.
• Expansion of existing footholds. Grow the accounts where we are already delivering. Turn a successful pilot or initial award into follow-on scope, adjacent adoption, and durable funding.
• Path to contract. Find the fastest legitimate route onto contract and know why you chose it. Own the vehicle and teaming decisions for your accounts.
• Funding fluency. Identify and align to available funding, work within budget cycle timing, and help customers build the justification to fund a new capability.
• Relationship depth. Build durable trust at the working level, with contracting officers, and at the senior decision layer. Be the person the customer calls before there is a requirement.
• Brand stewardship. Exercise judgment about what Red Cell Federal puts its name on. Credibility in this community compounds slowly and erodes quickly. Surface concerns early and do not chase revenue that costs us standing.
• Product feedback loop. Translate mission problems into concrete input for engineering and product. At this stage, your read on the customer directly shapes the roadmap.
• Operating discipline. Maintain the CRM hygiene, capture process, and forecast rigor that let leadership allocate capital against your pipeline.

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