Strategic Account Executive, Federal Sales

Procore Technologies • US - District of Columbia, DC

1d • $179,760 - $247,170 • Remote

About The Position

Procore is hiring a Strategic Account Executive for its Federal Sales team to win new federal agency customers for Procore for Government, the FedRAMP Authorized version of Procore’s construction management platform. The role focuses on acquiring new agency customers across a defined set of federal accounts, particularly the Department of War or other key departments. The position owns the full sales cycle, from account mapping and prospecting through capture, qualification, solution selling, contracting, and closing. Following a sale, the employee remains involved with the Account Manager on large expansions.

This territory-based position reports to the Director of Federal Sales and requires frequent in-person engagement. The preferred location is the Washington, DC metro area, but the role may be remote within the United States with frequent travel to Washington, DC and federal sites. The position is intended for someone to join immediately and may require access to technology, software, and data controlled or restricted under U.S. law, regulation, executive order, or government contract.

The role includes a base pay range of $179,760–$247,170 annually and an on-target earnings range of $359,520–$494,340 annually. It may also be eligible for equity compensation and/or bonus incentive compensation. Actual compensation depends on job-related skills, experience, education or training, and location.

Requirements

• At least 7 years of quota-carrying enterprise SaaS sales experience, including at least 7 years selling directly to U.S. federal agencies.
• Track record of closing new federal agency business, including multi-year agreements awarded through GSA Schedule, SEWP, or other federal contract vehicles.
• Working knowledge of federal acquisition, including FAR and DFARS basics, the federal budget and appropriations cycle, and how agencies buy software.
• Familiarity with FedRAMP, agency ATOs, and cloud-software security review processes.
• Experience with a consultative selling methodology, such as MEDDPICC or Challenger, and complex, multi-stakeholder buying groups.
• Ability to independently build pipeline through account mapping and targeted outreach, rather than relying only on inbound demand.
• Ability to travel up to 50% for agency meetings, site visits, industry days, and events.

Nice To Haves

• Existing relationships within Department of War facilities, installations, or engineering organizations, including Army, Navy, Air Force, Marine Corps, or Defense agencies.
• Experience with civilian agency facilities programs.
• Construction, engineering, or facilities industry experience.
• An active U.S. security clearance.

Responsibilities

• Build and execute a federal territory plan by mapping agency construction and facilities programs, responsible offices, and decision-makers, and generating self-sourced pipeline.
• Lead discovery with program managers, facility and engineering leaders, CIO and security staff, and contracting officers; quantify the operational value of using one project-delivery platform in terms relevant to each agency.
• Track agency budgets, forecasts, sources sought notices, and RFIs; shape requirements before solicitations are issued; and coordinate with Procore Government Affairs on agency priorities.
• Structure and sell deals through GSA Multiple Award Schedule, SEWP, and other federal contract vehicles with reseller partners; work through procurement with agency contracting staff, Procore Legal, and Deal Desk, including multi-year and option-year structures.
• Explain Procore for Government’s FedRAMP authorization and agency ATO process to CIO and security stakeholders, involving Procore’s security and compliance team when needed.
• Co-sell with construction management and engineering firms, federal integrators, and general contractors using Procore on federal projects to gain access and credibility with agency buyers.
• Meet or exceed quarterly and annual new-business targets and maintain current Salesforce.com pipeline, forecasts, and account plans.
• Hand off customers to Account Managers and remain involved in expansion opportunities.

What This Job Offers

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