Account Executive, Enterprise Sales, Federal Practice

Innodata; Washington (District of Columbia); Remote; USD 120,000 - 180,000; Full time

Job summary

Innodata is seeking an Account Executive for Enterprise Sales in the Federal Practice. This remote-friendly role targets government end customers, including defense primes and large systems integrators, with a focus on selling data and AI evaluation services.

You will own prime accounts, identify buying centers and funding sources, and convert conversations into scoped engagements such as data readiness assessments and evaluation runs, while maintaining direct customer relationships through

Qualifications

• Five to ten years selling technical services into large enterprises against a revenue quota.
• At least one first engagement closed at a net-new account opened cold.
• Experience selling to engineering and chief technology organizations, not procurement.
• Sales of services priced on labor and deliverables, not seats or licenses.
• Ownership of NDAs, MSAs, and statements of work through signature.

Responsibilities

• Opens and owns prime engineering and CTO-level accounts from a target list.
• Identifies buying center and funding source before pursuing a deal.
• Converts qualified conversations into scoped engagements: data readiness, corpus audits, evaluation runs.
• Works with Solutions Architect to produce dataset specs and rough estimates, maintains customer relationship.
• Carries NDAs, MSAs, and statements of work to signature; escalates federal contract issues to capture.

Skills

Enterprise sales

Federal sales

Tech services

NDAs/SOWs

Education

Bachelor’s degree in engineering or business

Job description

Account Executive, Enterprise Sales, Federal Practice

Remote - Washington DC

Innodata(Nasdaq: INOD) is a global data engineering company. We believe that data and Artificial Intelligence (AI) are inextricably linked.Our mission is to enable the responsible advancement of artificial intelligence by providing the data, evaluation frameworks, and human expertise required to build AI systems that can be trusted at scale.We provide a range of transferable solutions, platforms, and services for Generative AI / AI builders and adopters. In every relationship, we honor our 36+ year legacy delivering the highest quality data and outstanding outcomes for our customers.

Scope of the Role:

Opens and carries enterprise accounts serving government end customers: defense prime contractors, systems integrators, and security and autonomy companies. The funding target is company-funded research and development and other internally funded engineering work, not program-funded subcontract scope. The position sells defined engagements against a stated deliverable and carries them to signature.

This is a sales position. It carries a revenue quota and closes commercial agreements. It does not perform capture; solicitation response, proposal management, and teaming negotiation remain with the Director of Capture and the VP Business Development.

What the Position Sells

Innodata’s federal practice supplies the data and evaluation layer beneath AI systems: corpus triage and curation, dataset engineering and release, and independent model and agent evaluation. Innodata holds no model equity and no platform stake, which is the basis of the independence argument when a customer has already committed to a model vendor and needs evaluation performed by a party with no interest in the result.

What You’ll Own:

• Opens and owns prime engineering and chief technology organizations, working from a target account list maintained by Business Development.
• Identifies the buying center and the funding source at each account, and confirms both before committing pursuit effort.
• Converts qualified conversations into paid scoping engagements: data readiness assessments, corpus audits, and evaluation runs against customer-furnished data.
• Works with the Solutions Architect to produce dataset specifications and rough order of magnitude estimates. Retains the customer relationship rather than transferring it to engineering.
• Carries non-disclosure agreements, master services agreements, and statements of work to signature.
• Escalates any matter touching a federal contract vehicle to capture.
• Maintains account and opportunity records in Salesforce, including stage discipline and close-date accuracy.

You’ll Thrive in This Role If You Have:

• Five to ten years selling technical services into large enterprises against a revenue quota, with attainment history the candidate can state in figures.
• At least one first engagement closed at a net-new account the candidate opened cold, rather than growth of an inherited account.
• Sustained experience selling to engineering and chief technology organizations rather than to procurement.
• Sale of services priced on labor and deliverables rather than on seats or licenses.
• Ownership of NDAs, master services agreements, and statements of work through signature.
• Demonstrated account expansion beyond an initial scope.
• Bachelor’s degree in engineering, a technical discipline, or business with a demonstrated record of selling technical services.

Preferred Qualifications:

• Direct selling experience into defense primes, systems integrators, or large regulated enterprises.
• Working knowledge of how company-funded research and development is planned and recovered as an allowable indirect cost, and how prime fiscal calendars govern when a proposal must arrive to be funded.
• Experience selling where the buyer’s budget competes against internal headcount rather than against another vendor.
• Experience converting a paid assessment or pilot into a production engagement.
• Passage of a prime supplier qualification or vendor onboarding process.
• Sufficient command of dataset engineering and model evaluation to qualify an opportunity before engineering is engaged.
• Familiarity with federal contract vehicles sufficient to recognize when a matter escalates to capture.
• Master of Business Administration or a technical Master of Science. An advanced degree does not substitute for account access.

Please be aware of recruitment scams involving individuals or organizations falsely claiming to represent employers. Innodata will never ask for payment, banking details, or sensitive personal information during the application process. To learn more on how to recognize job scams, please visit the Federal Trade Commission’s guide at https://consumer.ftc.gov/articles/job-scams.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Innodata Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.