Sr Account Executive - Federal

Ultimate Knowledge

1d

About The Position

The Federal Sr Account Executive is UKI's primary revenue driver in the federal marketplace. This new-logo hunter role is measured first and foremost on bookings and revenue and calls for a disciplined operator who understands government procurement cycles, navigates complex stakeholder environments, and closes high-value opportunities in structured competition. The role owns the full federal revenue relationship, from identifying opportunities and influencing requirements to negotiating awards and booking revenue.

The role combines relationship development, procurement strategy, and quota ownership. The successful candidate is expected to work with urgency, operate independently, and consistently convert pipeline into booked revenue.

Requirements

• At least 5 years of direct federal sales experience and a demonstrated record of meeting or exceeding quota in a complex B2G environment.
• Deep familiarity with the federal procurement lifecycle, including FAR/DFARS, contract vehicle mechanics, and government acquisition strategies.
• Proven experience closing six-figure and seven-figure contracts with federal civilian agencies, DoD components, or intelligence community customers.
• Established relationships with federal buyers, program managers, and contracting officers across at least two targeted agency verticals.
• Hands-on experience navigating GSA Schedules, GWACs, IDIQs, and other contract vehicles to bring deals to award.
• Exceptional presentation, negotiation, and executive communication skills.
• Experience mentoring, coaching, or informally leading other sales professionals.
• Proficiency with HubSpot or an equivalent CRM, with disciplined pipeline hygiene and forecasting habits.
• Ability to obtain and maintain a federal security clearance if required by the role's scope.
• Bachelor's degree in Business, Marketing, Public Administration, or a related field.

Nice To Haves

• Experience selling technology, training, professional services, or knowledge management solutions to the federal government.
• Active TS or TS/SCI clearance.
• Prior experience as a capture manager, proposal contributor, or BD lead on multi-million-dollar federal pursuits.
• Familiarity with UKI's addressable market sectors, including cybersecurity, workforce development, or mission support services.
• Existing relationships with large system integrators, such as Leidos, SAIC, Booz Allen, or CACI, that can accelerate subcontractor and teaming opportunities.
• Advanced degree is a plus.

Responsibilities

• Demonstrate working knowledge of government buying cycles, fiscal-year dynamics, and end-of-year spending patterns to time and sequence deal activity.
• Engage early in the acquisition process to shape requirements, influence specifications, and position UKI ahead of formal solicitation.
• Leverage established contract vehicles, including GSA Schedules, GWACs, IDIQs, BPAs, and agency-specific vehicles, to accelerate time to award.
• Identify and pursue new vehicle on-ramps that expand UKI's reachable market across targeted agencies and buying groups.
• Coordinate with operations and contracts to ensure UKI is positioned and registered on relevant vehicles before opportunities arise.
• Contribute to the proposal process with win themes, customer intelligence, pricing strategy, and competitive positioning.
• Identify, qualify, and pursue new business opportunities across targeted federal agencies, defense components, civilian bureaus, system integrators, and channel partners.
• Own the full sales cycle from initial contact and qualification through proposal, negotiation, and contract award.
• Work with Solution Engineers and Subject Matter Experts to develop tailored demonstrations, technical briefs, and solution narratives that map UKI's capabilities to each federal customer's operational environment.
• Maintain a disciplined, stage-gated sales pipeline in HubSpot with accurate close dates, deal values, and probability weightings.
• Apply a structured government sales methodology, such as MEDDIC, MEDDPICC, or equivalent, to qualify and advance opportunities.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Short- and long-term disability coverage.
• Basic life insurance provided by the company.
• Optional supplementary life insurance available.
• UKI covers 100% of individual premiums for medical, dental, vision, disability, and basic life insurance.
• 401(k) plan with a basic safe harbor match of up to 4% with a 5% contribution.
• 15 days of annual PTO for vacation or sick leave.
• 12 company holidays, aligning with 11 federal holidays plus Christmas Eve.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior