Sr. Federal DOD Account Executive

Pluralsight•Washington, DC

11h•Hybrid

About The Position

The Senior Federal Account Executive for the Department of Defense is responsible for driving significant revenue growth and executive-level relationships across a defined portfolio of Department of War mission partners, including Army and select Navy, Air Force, and Marine Corps organizations. This role involves managing an expanded territory with elevated growth expectations and operating at the highest level of federal enterprise selling. It requires the ability to navigate complex, multi-stakeholder defense environments, influence senior civilian and military leaders, and manage large, multi-year SaaS agreements. The Federal Account Executive serves as the single-threaded owner for revenue outcomes across their assigned DoD scope, accountable for shaping long-term customer strategy, accelerating adoption, and expanding Pluralsight’s footprint across priority defense missions. The role involves close partnership with Business Development, Marketing, Professional Services, Customer Success, and executive leadership to design and execute multi-year account strategies aligned to Department of Defense priorities, workforce modernization initiatives, and funding realities. The ideal candidate is committed to customer education and value communication, strategic growth, continuous learning, self-awareness, and being a strong team member.

Requirements

Demonstrated experience in selling SaaS solutions to government executives (e.g., CIO, CTO, HR) through all phases of the sales cycle, including negotiating multi-year recurring revenue contracts.
Working knowledge of how to navigate DCWF/8140 compliance requirements.
Proven experience managing a sales pipeline and closing Federal and DoD contracts.
Proficient in using Salesforce or other CRM tools for managing customer relationships and sales processes.
Requires a minimum of 12 years of related or equivalent experience; or 8+ years with an advanced degree.
Consistent track record of selling SaaS solutions to the Federal Government DOD and successfully attaining or exceeding quota.
Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
Experience managing a pipeline and closing multi-year SaaS federal DOD contracts.
Excellent verbal, written and presentation communication skills both with customers and within Pluralsight.
Strategic negotiation and closing skills with a successful record of navigating stakeholders within large complex organizations and internally.

Responsibilities

Guide customers through the adoption cycle by educating them on the value of Pluralsight, co-developing success criteria, and providing tailored recommendations based on their business needs and usage patterns.
Develop and execute a strategy that aligns with set goals, driving Pluralsight’s growth within existing accounts and generating new business opportunities.
Manage the entire sales process from lead generation to closing deals with Federal/DoD customers.
Establish and nurture trust-based relationships with senior-level professionals within the customer’s organization.
Identify and comprehend the Mission Partner’s strategic objectives and the corresponding capability and skills requirements.
Build and maintain a robust sales pipeline, accurately forecast, penetrate new accounts, and drive the sales process within a relationship-based selling environment.