Enterprise Federal Account Executive

Meltwater; Charlotte (NC); Remote; USD 96,000 - 128,000; Full time

Job summary

An innovative firm is seeking an Enterprise Federal Account Executive to enhance its presence in the U.S. federal market. In this pivotal role, you'll leverage your extensive sales experience and understanding of federal procurement processes to foster relationships with key decision-makers. You'll navigate complex sales cycles, articulate the value of cutting-edge solutions, and collaborate with diverse teams to meet stringent federal requirements. Join a dynamic environment that prioritizes personal growth and offers flexible work arrangements, making it an exciting opportunity for driven professionals eager to make a significant impact.

Benefits

Flexible Paid Time Off

Medical, Dental, and Vision Options

401(k) Matching

Life Insurance

Commuter Benefits

Parental Leave Plans

Complimentary CalmApp Subscription

Inclusive Community

Professional Development Opportunities

Qualifications

• 7+ years of sales experience with federal agencies.
• Strong understanding of the federal procurement lifecycle.

Responsibilities

• Drive the full sales cycle with federal customers.
• Build relationships with decision-makers across federal agencies.

Skills

Sales Experience

Federal Procurement Knowledge

SaaS Solutions Selling

Communication Skills

Strategic Mindset

Education

Bachelor's Degree

Tools

Salesforce

Job description

Description

What We're Looking For

In our exciting role of Enterprise Federal Account Executive, you'll be on the front lines of Meltwater's growth within the U.S. federal government. This strategic role focuses on deepening relationships with federal agencies, driving adoption of Meltwater's market-leading solutions across defense, civilian, and intelligence communities.

You'll bring a strong understanding of the federal procurement lifecycle, partner ecosystems, and regulatory landscape, leveraging your expertise to position Meltwater as a mission-critical partner to the U.S. government.

At Meltwater, you'll find unmatched opportunities for personal and professional growth. We provide a high-impact, collaborative environment where innovation, mentorship, and inclusivity thrive. You'll work alongside talented sales professionals and senior leadership who are invested in your success and development.

What You'll Do

1. Own and drive the full sales cycle with federal customers—from prospecting and qualification through proposal, negotiation, and close, as well as renewal, upsell, and cross-sell opportunities.
2. Build trusted relationships with decision-makers, influencers, and contracting officers across federal agencies by understanding their missions and aligning Meltwater's solutions to their strategic objectives.
3. Navigate complex federal procurement processes, including contract vehicles (GSA, NASA SEWP, GWACs, IDIQs, BPAs), budget cycles, and compliance requirements (e.g., FedRAMP, FISMA, CMMC).
4. Partner with federal systems integrators, consultants, and channel resellers to jointly develop and execute account strategies that drive long-term value and impact.
5. Articulate Meltwater's value proposition in the context of federal mandates such as information security, mission effectiveness, citizen engagement, and media monitoring.
6. Stay current on federal policies and funding priorities, using that insight to influence pipeline development and proactively address agency needs.
7. Represent Meltwater at key federal events and industry days, building brand presence and nurturing relationships within the federal community.
8. Collaborate cross-functionally with internal teams—sales engineers, compliance, legal, product, and customer success—to ensure delivery of tailored solutions that meet stringent federal requirements.
9. Consistently exceed quarterly sales goals, demonstrating strong performance across pipeline generation, forecasting accuracy, and deal execution in the federal space.

What You'll Bring

1. A bachelor's degree with a record of academic achievement and leadership.
2. 7+ years of sales experience, including at least 2+ years successfully selling SaaS or technology solutions into U.S. federal government agencies.
3. Demonstrated expertise in the federal buying process, including experience with contract vehicles, FAR regulations, and agency-specific procurement practices.
4. A strategic mindset, with the ability to navigate complex decision-making structures and engage multiple stakeholders at the executive, technical, and operational levels.
5. High level of initiative and resilience, with a proven ability to operate independently while staying aligned with team goals.
6. Excellent verbal and written communication skills, particularly when translating technical capabilities into business and mission value.
7. Familiarity with tools like Salesforce and experience managing long, consultative sales cycles.

What We Offer:

• Flexible paid time off that allows you to have an enhanced work-life balance.
• Excellent medical, dental, and vision options.
• 401(k) matching, life insurance, commuter benefits, and parental leave plans.
• Complimentary CalmApp subscription for you and your loved ones, because mental wellness matters.
• Energetic work environment with a remote or hybrid work style, providing the balance you need.
• Thrive within our inclusive community and seize ongoing professional development opportunities to elevate your career.

• Base Salary of $96,000 - $128,000 USD per year + quarterly commissions [subject to the terms of the applicable commission plan].
• Total compensation range for this position: $191,300 - $255,000 USD per year. Earnings are dependent on individual sales performance.

Our Story

At Meltwater, we believe that when you have the right people in the right environment, great things happen.

Our best-in-class technology empowers our 27,000 customers around the world to make better business decisions through data. But we can't do that without our global team of developers, innovators, problem-solvers, and high-performers who embrace challenges and find new solutions for our customers.

Our award-winning global culture drives everything we do and creates an environment where our employees can make an impact, learn every day, feel a sense of belonging, and celebrate each other's successes along the way.

We are innovators at the core who see the potential in people, ideas and technologies. Together, we challenge ourselves to go big, be bold, and build best-in-class solutions for our customers.

We're proud of our diverse team of 2,200+ employees in 50 locations across 25 countries around the world. No matter where you are, you'll work with people who care about your success and get the support you need to unlock new heights in your career.

We are Meltwater. Inspired by innovation, powered by people.

Equal Employment Opportunity Statement

Meltwater is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: At Meltwater, we are dedicated to fostering an inclusive and diverse workplace where every employee feels valued, respected, and empowered. We are committed to the principle of equal employment opportunity and strive to provide a work environment that is free from discrimination and harassment.

All employment decisions at Meltwater are made based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, marital status, veteran status, or any other status protected by the applicable laws and regulations.

Meltwater does not tolerate discrimination or harassment of any kind, and we actively promote a culture of respect, fairness, and inclusivity. We encourage applicants of all backgrounds, experiences, and abilities to apply and join us in our mission to drive innovation and make a positive impact in the world.