Senior Account Executive (National Labs & Federal Health)

Red Cell Partners • Mclean, VA

4d • 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. The territory is broad, with a core focus on the national laboratory complex (Sandia, Lawrence Livermore, Los Alamos, Oak Ridge, Pacific Northwest, Idaho National Laboratory, and the wider DOE lab system) and federal health (Veterans Affairs, Defense Health Agency, Military Health System, HHS, CMS, NIH, ASPR/BARDA). There is also latitude to pursue the wider civilian landscape opportunistically. The role involves developing territory strategy, new business capture, expansion of existing footholds, navigating paths to contract, identifying funding, building relationships, stewarding the brand, providing product feedback, and maintaining operating discipline.

Requirements

• Quota-carrying enterprise software AE experience
• 8+ years selling technology into the federal government, with a majority in new business, and demonstrated wins in at least one of our two core markets — the national labs or federal health.
• Understanding that selling to the national labs frequently involves selling to the M&O contractor operating the lab rather than to the government directly, and experience navigating that path.
• Fluency in the vehicle-gated nature of federal health procurement, and command of how VA, DHA, and HHS each buy differently from one another.
• A verifiable record of first-dollar -in wins where your company had no prior footprint.
• Funding literacy across civilian agencies, including how research and mission funding differs from enterprise IT funding.
• Comfort operating with less structure than a single-agency territory provides.
• Ability to sell with active, opinionated executive involvement.
• U.S. citizenship.
• Bachelor's degree, or equivalent depth of operational experience.

Nice To Haves

• Experience across both core markets rather than one.
• Prior time inside a national laboratory, an M&O contractor, or a federal health organization.
• Experience selling AI/ML, data platform, or decision-support software into scientific or clinical environments.
• A track record of turning a research or pilot engagement into production scope and durable funding.
• Active TS/SCI.

Responsibilities

• Develop the account plan for your segment with the CSO team, executive leadership, and your peers on the federal team.
• Personally source, qualify, and close new-name business.
• Own the full cycle from first introduction through award and initial expansion.
• Grow the accounts where we are already delivering.
• Turn a successful pilot or initial award into follow-on scope, adjacent adoption, and durable funding.
• Find the fastest legitimate route onto contract and know why you chose it.
• Own the vehicle and teaming decisions for your accounts.
• Identify and align to available funding, work within budget cycle timing, and help customers build the justification to fund a new capability.
• Build durable trust at the working level, with contracting officers, and at the senior decision layer.
• Exercise judgment about what Red Cell Federal puts its name on.
• Translate mission problems into concrete input for engineering and product.
• 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