Federal Account Executive

Prosum; Washington (District of Columbia); On-site; USD 120,000 - 150,000; Full time

Job summary

A leading defense solutions firm is seeking a high-performing Federal Account Executive in Washington, DC, to drive revenue growth within the U.S. Department of Defense. The ideal candidate has over 7 years of experience in federal sales, a proven ability to close multi-million-dollar deals, and established relationships with key stakeholders in the DoD and Federal Systems Integrators. This opportunity involves developing strategies and building executive-level relationships to influence and capture large-scale contracts in the defense sector.

Qualifications

• Must have 7+ years of enterprise or federal sales experience.
• Proven track record of selling to the United States Department of Defense.
• Existing relationships with capture managers and contracting officers within DoD.

Responsibilities

• Drive revenue growth across assigned DoD accounts.
• Develop account strategies targeting key DoD branches.
• Build relationships within DoD stakeholders and FSI partners.
• Identify and close opportunities through FSI channels.

Skills

Enterprise sales experience

Sales experience with Department of Defense

Knowledge of federal acquisition lifecycle

Relationship building with DoD and FSI

Complex deal closing

Understanding federal budgeting and procurement

Job description

Department of Defense (DoD) & Federal Systems Integrators (FSIs)

We are seeking a high-performing Federal Account Executive with proven experience selling into the United States Department of Defense and driving revenue through strategic partnerships with Federal Systems Integrators (FSIs). This role requires a seasoned professional who understands the federal acquisition lifecycle, has established relationships across DoD components, and can successfully navigate and influence FSI-led capture efforts. The ideal candidate brings a strong track record of closing complex, multi-year federal deals and building channel-driven pipelines within the defense ecosystem.

Key Responsibilities

• Own and drive revenue growth across assigned DoD accounts and programs.
• Develop and execute account strategies targeting key DoD branches, agencies, and program offices.
• Build and maintain executive-level relationships within DoD stakeholders and FSI partners.
• Identify, shape, and close opportunities both directly and through FSI channels.
• Collaborate with leading FSIs such as: Booz Allen Hamilton, SAIC, Leidos, General Dynamics Information Technology, and CACI etc.
• Influence capture managers, solution architects, and program executives within FSIs to position solutions in large-scale IDIQs, GWACs, and task orders.
• Maintain accurate pipeline forecasting and territory planning.
• Partner with marketing, product, and technical teams to align messaging with DoD mission priorities.

Required Qualifications

• 7+ years of enterprise or federal sales experience.
• Demonstrated success selling directly into the United States Department of Defense.
• Direct experience building revenue through Federal Systems Integrators (FSIs).
• Existing relationships with capture managers, program managers, and contracting officers within DoD and FSIs.
• Proven ability to close complex, multi-million-dollar federal deals.
• Strong understanding of federal budgeting cycles, appropriations, and procurement regulations (FAR/DFARS).
• Experience positioning solutions into large contract vehicles and FSI-led proposals.
• Ability to obtain or maintain a security clearance (if required).

Preferred Qualifications

• Experience selling cybersecurity, cloud, AI/ML, data, or enterprise IT solutions within DoD.
• Familiarity with key DoD branches (Army, Navy, Air Force, Space Force, DISA, etc.).
• Experience influencing requirements pre-RFP and participating in capture strategy sessions.
• Background working in or alongside FSIs in business development or capture roles.