Account Executive

Henderson Scott; Arlington (VA); Hybrid; USD 300,000 - 340,000; Full time

Benefits offered by this job

Medical, dental, vision

Disability insurance

FSA/HSA

EAP

Wellness programs

Unlimited PTO

13 paid holidays

401(k) with company match

Job summary

Henderson Scott is seeking a Senior Federal Account Executive to own the Navy and Marine Corps territory, driving enterprise software opportunities within the Department of the Navy and broader DoD. You will manage the full sales cycle, engaging senior government leaders and coordinating with partners to win large, strategic deals.

The role requires a proven Federal enterprise seller with Navy/DoD experience, security clearance, and a track record of closing multi-million-dollar deals.

Qualifications

• 5+ years of direct Federal sales experience.
• Deep understanding of Navy/DoD organization, budgeting and acquisition processes.
• History of closing Federal software deals exceeding $1M in ARR.
• Bachelor's degree or equivalent experience.
• Current Secret clearance or ability to obtain one.
• Willingness to travel and meet customers face-to-face.

Responsibilities

• Build and own the Department of the Navy territory and develop enterprise opportunities.
• Drive complex Federal sales cycles from initial engagement through close.
• Develop enterprise sales campaigns leveraging partners and advisors.
• Build relationships with senior military and government leaders.
• Engage customer POCs, SIs, and resellers; frequent in-person meetings.

Skills

Federal sales

Navy/DoD knowledge

Executive relationships

Account strategy

Education

Bachelor's degree

Tools

Salesforce

CRM

Job description

Senior Federal Account Executive — Department of the Navy

The Opportunity

This is a high-growth technology company at the forefront of AI-powered solutions for Defense, National Security, and Law Enforcement. Its technology is helping government organizations tackle some of their most challenging investigative and mission-critical problems.

This is an opportunity to join a fast-moving, high-impact team where enterprise sales directly support high-priority government missions. The company is looking for an experienced Federal sales professional who knows how to navigate the Department of the Navy, build executive-level relationships, and turn complex government opportunities into large, strategic software engagements.

This is not a traditional account executive role. You will own a strategic territory, create opportunities from the ground up, and play a major role in expanding the company's presence across the Navy and broader Department of Defense.

What You'll Own

• Build and own the Department of the Navy territory, developing account strategies that generate enterprise-level opportunities across Navy and Marine Corps organizations.
• Drive complex Federal sales cycles from initial engagement through negotiation and close, consistently meeting or exceeding revenue targets.
• Develop sophisticated enterprise sales campaigns, leveraging internal resources, government advisors, consultants, systems integrators and strategic partners.
• Build trusted relationships with senior military, government and acquisition leaders, presenting the company's technology with confidence and credibility.
• Develop a strong network of customer POCs, strategic partners, SIs and resellers, with a willingness to engage customers face-to-face on a regular basis.
• Navigate the Federal contracting environment, including major contract vehicles, procurement processes and applicable FAR/DFARS and accreditation requirements.
• Maintain an accurate, disciplined pipeline and forecast in Salesforce.
• Lead commercial negotiations and work with internal leadership to structure compelling, profitable enterprise agreements.

What We're Looking For

We're looking for a proven Federal enterprise seller, not someone learning the government market for the first time.

• 5+ years of successful direct Federal sales experience, ideally with the Department of the Navy, USN or USMC — military service within the Department of War is also highly relevant.
• Deep understanding of the Department of the Navy's organization, mission, budgeting and acquisition processes.
• A demonstrated history of personally closing individual Federal software deals exceeding $1M in ARR.
• Proven ability to build and execute successful Federal enterprise sales campaigns and consistently deliver against quota.
• Strong executive presence and the ability to communicate complex technology to senior government leaders.
• Experience working across SIs, resellers, partners and government stakeholders.
• Strong understanding of Federal procurement, contracting vehicles and government buying processes.
• Salesforce experience and strong pipeline/forecasting discipline.
• Bachelor's degree or equivalent experience.
• Current Secret clearance or ability to obtain one; TS-SCI is a plus.
• Ability to work from the Arlington, VA office at least one day per week.

Why This Role?

• $300K–$340K OTE with a 50/50 compensation structure.
• Own a high-priority Department of the Navy territory with significant whitespace and enterprise potential.
• Sell technology at the intersection of AI, national security, defense and law enforcement.
• Work directly with senior government stakeholders and influence strategic mission outcomes.
• Join a high-energy, rapidly growing technology company where experienced sellers have meaningful ownership and visibility.
• Flexible hybrid environment with strong autonomy.
• Comprehensive benefits including medical, dental, vision, disability, FSA/HSA, EAP and wellness programs.
• Unlimited PTO, 13 paid holidays and 401(k) with company match.

Ready to Make an Impact?

If you're a Federal seller who has consistently won large, complex government software deals and knows how to navigate the Navy buying environment, this is an opportunity to take on a highly visible territory with a company operating at the cutting edge of AI and national security.