Senior Account Executive – Federal Civilian

Cloudera•Washington, DC

1d•Remote

About The Position

The Cloudera Public Sector team is seeking an experienced, high-performing Senior Account Executive to lead and grow a strategic Federal Civilian (FedCiv) territory. In this role, you will lead complex, consultative sales engagements to help agency leaders modernize data architectures, meet federal data mandates, and securely deploy enterprise AI/ML capabilities at scale. As a Senior Federal Civilian Account Executive, you will take full ownership of a strategic agency territory, developing detailed go-to-market plans and driving exponential year-over-year revenue growth. You will serve as a trusted advisor to senior federal leadership (CIOs, CDOs, CISOs, CTOs, and Program Managers), mapping Cloudera’s platform capabilities to critical agency mission outcomes.

Requirements

5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments.
Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.
Bachelor’s degree (BA/BS) or equivalent practical/military experience.

Nice To Haves

Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration.
Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space.
Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).

Responsibilities

Develop and execute a comprehensive territory strategy and business plan targeting key Federal Civilian agencies, driving net-new pipeline generation and expanding existing footprint.
Lead complex sales cycles for Cloudera’s enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments.
Rigorously apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, accurately forecast quarterly revenue, and accelerate deal velocity.
Navigate complex federal procurement processes, working closely with contracting officers, prime contractors, System Integrators (SIs), and key channel partners across federal contract vehicles (e.g., SEWP, GSA, etc.).
Orchestrate internal team resources including Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver seamless customer experiences and ensure long-term mission success.
Establish and nurture deep, trusted relationships with C-suite executives, senior agency decision-makers, and industry partners within greenfield and expansion accounts.