Federal Account Executive

CACI International Inc; Reston (VA); On-site; USD 94,000 - 198,000; Full time

Job summary

CACI International Inc. is seeking a motivated Federal Account Executive to drive growth across public sector accounts.

This role blends business development, relationship management, and strategic sales execution within federal procurement cycles, aiming to secure large-scale enterprise agreements. You will lead the full sales cycle from prospecting to contract close, engaging with agency decision-makers and channel partners to align joint value propositions and co-sell effectively.

Qualifications

• 5+ years of experience in IT solution sales, preferably with a value-added reseller, OEM, or systems integrator.
• Proven success in winning new business and driving enterprise agreements.
• Understanding of federal acquisition processes, contract vehicles, and partner ecosystem.

Responsibilities

• New Business Development across federal agencies.
• Identify, prospect, and close net-new accounts.
• Lead pursuit and negotiation of enterprise agreements with federal customers.
• Structure complex, multi-year agreements with OEMs, ensuring competitive positioning.
• Account Growth & Territory Management to expand presence in assigned areas.
• Deepen relationships within existing accounts for upsells and renewals.
• Collaborate with OEMs and channel partners to align joint value propositions.

Skills

IT solution sales

Enterprise deals

Federal procurement

Presentation

Negotiation

Job description

• Sales Execution & Pipeline Development

Job Title: Federal Account Executive

Job Category: Business Development and Marketing

Time Type: Full time

Minimum Clearance Required to Start: None

Employee Type: Regular

Percentage of Travel Required: Up to 75%

Type of Travel: Local

* * *

The Opportunity

Seeking a motivated Federal Account Executive to drive growth across both public sector accounts. This role blends business development, relationship management, and strategic sales execution. The ideal candidate will be comfortable engaging with federal procurement processes and buying cycles, positioning CACI idt’s solutions to meet diverse customer needs while driving new business and large-scaleenterprise agreements (EAs).

Responsibilities

• New Business Development


• Identify, prospect, and close net-new accounts across both federal agencies.


• Enterprise Agreements & Strategic Deals


• Lead pursuit and negotiation of enterprise agreements with federal customers.


• Structure complex, multi-year agreements in partnership with OEMs, ensuring competitive positioning and long-term value.


• Account Growth & Territory Management


• Develop and execute account strategies to expand CACI idt’s presence in assigned territories.


• Deepen relationships within existing accounts to drive incremental business, upsells, and renewals.


• Customer & Partner Engagement


• Build strong, trust-based relationships with agency decision-makers, procurement officers, and executives.


• Collaborate with OEMs and channel partners (Dell, Cisco, etc.) to align joint value propositions and co-sell effectively.


• Sales Execution & Pipeline Development


• Drive the full sales cycle from prospecting through contract negotiation and close.


• Leverage CRM tools to manage pipeline, forecast accurately, and report on progress toward quarterly and annual targets.


• Contracting & Compliance


• Navigate federal contract vehicles (e.g., SEWP, ITES, NASA, DHS, Army contracts) and understand reseller classifications(CASS vs. non-CASS).


• Ensure compliance with federal acquisition regulations (FAR) and commercial procurement requirements.


• Cross-Functional Collaboration


• Partner with inside sales, sales operations, finance, and alliance teams to develop tailored proposals and demand generation efforts.


• Contribute to all-hands, advisory boards, and customer events to showcase CACI idt capabilities.

Qualifications

Required:

• 5+ years of experience in IT solution sales, preferably with a value-added reseller, OEM, or systems integrator.


• Proven success in winning new business and driving enterprise agreements.


• Understanding of federal acquisition processes, contract vehicles, and partner ecosystem.


• Strong presentation, negotiation, and relationship-building skills.

Desired

• Experience selling Dell Technologies, Cisco, or other major OEM solutions into federal and commercial accounts.


• Familiarity with ISO 9001 and OTTPS compliance frameworks.


• Established relationships within DoD, DHS, and/or Fortune 500 commercial accounts.

Success Metrics

• Achievement of quarterly and annual new business and EA revenue targets.


• Expansion of CACI idt’s footprint across strategic contract vehicles, enterprise agreements, and partner programs.


• Positive customer satisfaction scores and repeat business.

What You Can Expect

A culture of integrity.

At CACI, we place character and innovation at the center of everything we do. As a valued team member, you’ll be part of a high-performing group dedicated to our customer’s missions and driven by a higher purpose – to ensure the safety of our nation.

An environment of trust.

CACI values the unique contributions that every employee brings to our company and our customers - every day. You’ll have the autonomy to take the time you need through a unique flexible time off benefit and have access to robust learning resources to make your ambitions a reality.

A focus on continuous growth.

Together, we will advance our nation's most critical missions, build on our lengthy track record of business success, and find opportunities to break new ground — in your career and in our legacy.

Pay Range

There are a host of factors that can influence final salary including, but not limited to, geographic location, Federal Government contract labor categories and contract wage rates, relevant prior work experience, specific skills and competencies, education, and certifications. Our employees value the flexibility at CACI that allows them to balance quality work and their personal lives. We offer competitive compensation, benefits and learning and development opportunities. Our broad and competitive mix of benefits options is designed to support and protect employees and their families. At CACI, you will receive comprehensive benefits such as; healthcare, wellness, financial, retirement, family support, continuing education, and time off benefits.

The Proposed Salary Range For This Position Is

$94,400 - $198,200

CACI is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, age, national origin, disability, status as a protected veteran, or any other protected characteristic.