Federal Account Executive

Istari Digital; United States; On-site; USD 120,000 - 220,000; Full time

Job summary

Istari Digital is a high-growth technology company enabling AI-native engineering across aerospace, defense, and industrial sectors. The Federal Account Executive will drive new business and expansion with U.S.

federal customers, owning the full sales cycle from discovery through contract award. This role requires deep understanding of federal procurement, strong collaboration with solution architects, government relations, and finance, and the ability to translate complex technical value into

Qualifications

• Strong discovery and qualification capabilities.
• Ability to translate technical workflows into business value.
• Experience selling in enterprise/federal markets.

Responsibilities

• Own the federal sales cycle from discovery to contract award.
• Develop pipeline and capture strategies across DoD, IC, and federal civilian agencies.
• Collaborate with Solution Architects, Government Relations, Demand Gen, and Finance to shape opportunities.
• Lead pricing, proposals, and negotiations while ensuring compliance.
• Navigate federal procurement processes and budgeting constraints.
• Build business cases aligned to mission effectiveness and cost efficiency.
• Expand pilots to programs of record and enterprise adoption.

Skills

Discovery

Qualification

Consultative selling

Communication

Storytelling

Ownership

Outbound prospecting

Team player

Job description

Istari Digital is a high-growth technology company enabling the next generation of AI-native engineering across aerospace, defense, and industrial enterprises. Our infrastructure platform orchestrates data across tools, organizations, and classification levels—removing barriers that limit digital engineering—and empowers customers to modernize mission-critical workflows and unlock meaningful ROI from digital transformation at scale.

As demand accelerates across commercial aerospace & defense, we are expanding our sales organization to capture growth with major primes, tier suppliers, advanced hardware companies, and emerging defense innovators.

Position Overview

The Federal Account Executive is responsible for driving new business and expansion across U.S. federal customers—including the Department of Defense, Services, Intelligence Community, and federal civilian agencies.

You will own the full sales cycle, from pipeline development and mission-driven discovery through technical evaluations, acquisition strategy, and contract award. Istari’s federal sales motion is highly consultative, technical, and programmatic; successful AEs understand mission requirements, digital engineering transformation priorities, and the complexities of federal acquisition and budgeting processes.

You will collaborate closely with Solution Architects, Government Relations, Demand Generation, and Sales Operations to shape opportunities, navigate procurement pathways, and drive meaningful, long-term federal revenue growth.

Core Responsibilities

• Pipeline Generation & Capture Ownership
• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies
• Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams
• Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs
• Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities
• Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway
• Own the full federal sales cycle from initial engagement through contract award
• Conduct discovery to understand mission objectives, engineering challenges, and program constraints
• Partner with Solution Architects to design compliant architectures and execute proofs of value
• Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA)
• Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency
• Navigate complex stakeholder environments across program, engineering, and contracting
• Lead pricing strategy, proposal development, and negotiations

Cross-Functional Collaboration

• Partner with Solution Architects to win technical validation
• Work with Government Relations to align opportunities with funding and policy priorities
• Collaborate with Contracts, Legal, and Finance on proposals and compliance
• Provide insights to Product and Engineering on federal requirements
• Contribute to federal GTM strategy and capture plans

Customer Relationship Building & Expansion

• Build trusted relationships with program managers, engineering leaders, and contracting stakeholders
• Drive expansion from pilot to program of record and enterprise adoption
• Align account growth with mission priorities and budget cycles
• Position Istari as foundational infrastructure for secure digital engineering

Qualifications

Experience

• 5-10+ years of quota-carrying enterprise or federal sales experience
• Experience selling into DoD, IC, or federal civilian agencies
• Experience navigating federal acquisition processes (SBIR, OTA, IDIQ, BPA)
• Track record of closing complex, multi-stakeholder federal deals

Skills & Capabilities

• Excellent discovery, qualification, and consultative selling capabilities.
• Ability to translate technical workflows into compelling business value for engineering-centric organizations.
• Strong written and verbal communication skills; exceptional presenter and storyteller.
• High ownership, persistence, and comfort operating in a dynamic, early-stage environment.
• Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use-cases / connections at Istari
• Team Player

Preferrred Experience

• Experience with major DoD branches or IC agencies
• Experience transitioning programs from pilot to program of record
• Familiarity with IL2-IL6 environments, FedRAMP, or ATO processes
• Familiarity with engineering software ecosystems, including PLM (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms

Why Join Us?

• Shape the future of digital engineering across the DoD and national security ecosystem.
• Lead the technical motion at the intersection of AI, engineering infrastructure, and multi-domain collaboration.
• Work directly engineering leadership and mission stakeholders on high-impact deployments.
• Influence the product roadmap through real mission needs and demo feedback.