Senior Account Executive – Federal Civilian

Cloudera•Washington, DC

16h•$350,000 - $370,000•Remote

About The Position

Cloudera is seeking an experienced Senior Account Executive to lead and grow a strategic Federal Civilian territory. The role focuses on helping federal agencies modernize data architectures, meet federal data mandates, and deploy enterprise AI/ML capabilities securely at scale using Cloudera’s hybrid data management, analytics, and Private AI platform across on-premises, multi-cloud, and air-gapped environments. The Senior Account Executive owns a strategic agency territory, builds go-to-market plans, drives revenue growth, and serves as a trusted advisor to senior federal leaders. The role leads complex, consultative enterprise sales engagements and maps Cloudera’s capabilities to agency mission outcomes. The position requires close coordination with federal customers, contracting officers, prime contractors, system integrators, channel partners, and internal teams. The anticipated annual base salary range is stated as Washington $350K OTE–$370K OTE.

Requirements

5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
A consistent record of meeting and exceeding annual quotas in complex enterprise sales environments.
Strong demonstrated mastery of MEDDPPICCC or MEDDIC sales qualification and execution strategies.
A network of relationships with system integrators and government resellers in the Federal Civilian market.
Familiarity with federal compliance and security frameworks such as FedRAMP, FISMA, NIST, and ATO processes.
Not eligible for immigration sponsorship.

Nice To Haves

Understanding of data management, analytics, AI/ML, open-source ecosystems, database software, or enterprise application integration.

Responsibilities

Develop and execute a comprehensive territory strategy and business plan for key Federal Civilian agencies, generating new pipeline and expanding existing accounts.
Lead complex sales cycles for Cloudera’s enterprise data, analytics, and Private AI platform across multi-cloud and hybrid environments.
Apply MEDDPPICCC methodology to manage pipeline, qualify opportunities, forecast quarterly revenue, and accelerate deal velocity.
Navigate federal procurement processes and work with contracting officers, prime contractors, system integrators, and channel partners across federal contract vehicles such as SEWP and GSA.
Coordinate Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver customer experiences and support long-term mission success.
Build and nurture trusted relationships with C-suite executives, senior agency decision-makers, and industry partners across new and expansion accounts.