Account Executive-Enterprise Federal

Zoom; Virginia; Hybrid; USD 201,000 - 448,000; Full time

Job summary

Zoom’s Federal Sales role seeks an experienced executive to build and deepen relationships with U.S. federal government agencies, navigating procurement cycles to deliver Zoom Workplace solutions.

You will partner with Federal Sales leadership and work with solution engineering to tailor offerings that meet agency needs. Ideal candidates have 10+ years selling tech to federal agencies, strong negotiation skills, and a proven track record of quota attainment within complex environments.

Qualifications

• 10+ years of experience selling technology solutions to U.S. federal government agencies.
• Demonstrated knowledge of federal procurement processes, including FAR and DFAR.
• Experience with federal contract vehicles such as GSA, SEWP, and CIO-SP3.
• Established network of relationships within federal agencies, with strong communication, presentation, and negotiation skills.

Responsibilities

• Develop and execute strategic sales plans targeting federal agencies, departments, and programs.
• Build and maintain relationships with key decision-makers and stakeholders within federal accounts.
• Prospect new logos while growing existing accounts and managing complex, multi-stakeholder sales cycles.
• Collaborate with technical teams to design offerings addressing government requirements.
• Maintain knowledge of federal budget cycles, funding sources, and procurement regulations.
• Provide accurate forecasts and surface opportunities/risks to leadership.
• Stay current on federal market trends and competitive landscape.
• Drive quota attainment and revenue growth.

Skills

Federal gov’t sales

FAR/DFAR knowledge

Government procurement

CRM proficiency

Tools

CRM systems

Job description

What You Can Expect

In this role, you will build and deepen relationships with federal government agencies across a defined territory, helping them realize the full value of Zoom Workplace's collaboration capabilities. Day to day, you will engage directly with senior decision-makers, navigate the nuances of federal procurement, and develop solutions tailored to the distinct needs of government institutions. Success here requires both a fluency in federal buying cycles and the strategic instincts to grow complex accounts over time. You will partner with Federal Sales leadership and collaborate closely with technical and solution engineering teams to deliver results.

About The Team

Our Federal Sales team partners with U.S. government agencies to advance how they communicate and collaborate using Zoom Workplace. We are a close-knit, high-performing group that values deep domain expertise, a bias for action, and a shared commitment to delivering meaningful outcomes for some of the country's most mission-critical organizations.

Responsibilities

• Develop and execute strategic sales plans targeting federal agencies, departments, and programs
• Build and maintain strong relationships with key decision-makers and stakeholders within assigned federal accounts
• Prospect net new logos while growing and maintaining business within existing accounts, managing complex sales cycles and large-scale projects
• Collaborate with technical and solution engineering teams to design tailored offerings that address specific government requirements
• Maintain deep knowledge of federal budget cycles, funding sources, and procurement regulations
• Partner with sales leadership to deliver accurate forecasts, surface emerging opportunities and risks, and recommend actionable solutions
• Stay current on federal market trends, agency priorities, and the competitive landscape
• Drive performance against assigned quotas and revenue targets, consistently meeting or exceeding objectives

What We're Looking For

• 10+ years of experience selling technology solutions to U.S. federal government agencies
• Demonstrated knowledge of federal procurement processes, including FAR and DFAR
• Experience with federal contract vehicles such as GSA, SEWP, and CIO-SP3
• Established network of relationships within federal agencies, paired with excellent communication, presentation, and negotiation skills
• Ability to obtain federal security clearance if required
• Proficiency with CRM platforms and sales management tools
• Track record of achieving and exceeding quota in complex, multi-stakeholder federal sales environments

Salary Range Or On Target Earnings

$200,700.00 - $447,900.00

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure; there may be a different range for candidates in this and other locations

Ways of Working

Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits

As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us

Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.

We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

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