Senior Account Executive – U.S. Intelligence Community (National Capital Region)

Legion Intelligence • Washington, DC

9d • $270,000 - $360,000 • Remote

About The Position

Legion is seeking a Senior Account Executive to join their team, focusing on the U.S. Intelligence Community (IC) within the National Capital Region. This role is field-based and remote, requiring an active Top Secret clearance with SCI eligibility and U.S. citizenship. The Senior Account Executive will be responsible for translating IC mission needs into AI use cases and driving the adoption of Legion’s AI solutions. This involves building customer relationships, developing new accounts, and managing the full sales lifecycle from prospecting to expansion. The role requires a deep understanding of IC missions, funding, acquisition processes, and security requirements, as well as experience with enterprise software sales, AI/ML, and federal procurement. The ideal candidate will be a bold thinker, resilient, and comfortable operating in a fast-paced environment where the go-to-market model is still developing. This is an opportunity to own a greenfield IC territory, shape strategy, and build an enduring business while contributing to critical mission impact.

Requirements

• 7+ years selling enterprise software, data platforms, AI/ML solutions, or other complex technologies to federal or national-security customers, including direct IC experience. Equivalent military or civilian government experience may be considered.
• Deep understanding of IC missions, operational priorities, funding, acquisition processes, and security requirements.
• Demonstrated success building senior relationships and originating, shaping, negotiating, and closing complex opportunities.
• Experience navigating federal procurement, including RFIs, RFPs, contract vehicles, teaming arrangements, pricing, and award.
• Strong account planning, opportunity qualification, pipeline management, forecasting, and CRM skills.
• Working knowledge of AI/ML, generative AI, and agentic systems, with the ability to communicate their value, requirements, and limitations to technical and mission audiences.
• Exceptional communication, executive presence, judgment, organization, and relationship-building skills.
• High ownership, resilience, and comfort operating in a fast-moving environment where the go-to-market model is still being built.
• Current Top Secret eligibility and ability to obtain and maintain SCI access required.
• U.S. citizenship required.
• Residing in the National Capital Region.
• Willingness to travel up to 25%, in addition to regular local customer meetings throughout the NCR.

Nice To Haves

• Experience converting AI, data, or emerging-technology pilots into production deployments and account growth.
• Established relationships and credibility across IC mission, acquisition, modernization, and industry organizations.
• Federal capture and proposal experience, including teaming, win themes, contract vehicles, and price-to-win activities.
• Experience selling or delivering software in classified environments.
• Prior IC, military, or federal acquisition experience.
• Hands-on experience with AI/ML, data platforms, software development, or solution architecture.
• Current CI-scope or full-scope polygraph.

Responsibilities

• Own the full sales lifecycle for assigned IC accounts, from territory planning and prospecting through capture, award, deployment, renewal, and expansion.
• Develop account strategies aligned with customer missions, operational priorities, funding cycles, acquisition paths, contract vehicles, and security requirements.
• Build trusted, multi-threaded relationships across mission, technical, acquisition, contracting, security, and executive stakeholders.
• Lead customer discovery, briefings, demonstrations, workshops, and business-case development, translating Legion’s capabilities into mission-specific value.
• Secure and advance evaluations, pilots, exercises, and innovation programs with clear success criteria, sponsorship, funding, and a path to operational deployment.
• Shape capture and acquisition strategies, including RFIs and solicitations, teaming, proposals, pricing, negotiation, and contract-vehicle strategy.
• Coordinate with internal Engineering, Product, Delivery, Customer Success, Marketing, and Partnership teams to ensure viable opportunities and successful deployments.
• Build repeatable IC sales plays and maintain accurate Salesforce data, pipeline visibility, and forecasts.

Benefits

• Equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

What This Job Offers

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