Federal Account Executive

Zendr; Washington (District of Columbia); Hybrid; USD 110,000 - 180,000; Full time

Job summary

Zendr, an innovative AI company transforming how the defense market accesses and uses acquisition intelligence, is seeking an Account Executive to drive expansion across the Defense Industrial Base. Our platform brings thousands of defense data sources into a single intelligence solution to help organizations identify, win, and grow defense opportunities.

You will own the full sales cycle, build a robust pipeline, and develop relationships with business development leaders, capture managers, and

Qualifications

• 5+ years' experience in B2B SaaS or technology sales.
• Proven success selling into the Defense Industrial Base (primes, subcontractors or defense-focused commercial organisations).
• Track record of exceeding quota in complex, consultative sales environments.
• Strong understanding of defense business development, capture and procurement.
• Comfortable operating in a fast-paced, high-growth startup.
• Existing relationships across the Defense Industrial Base, including business development leaders, capture teams, competitive intelligence professionals, defense consultants, and acquisition advisors.

Responsibilities

• Own the full sales cycle across DIB accounts, from prospecting and discovery through contract close and renewal.
• Build and manage a healthy pipeline aligned with commercial growth targets.
• Develop relationships with business development leaders, capture managers, competitive intelligence teams, and C-level executives across the Defense Industrial Base.
• Demonstrate clear ROI by helping defense organizations improve capture strategy, competitive positioning, and market expansion.
• Partner with the Mission Success team to ensure seamless customer handovers and strong retention.
• Bring customer feedback back to Product and Engineering to help shape the platform roadmap.
• Build and refine messaging, outbound campaigns, and sales plays tailored to the DIB market.

Skills

B2B SaaS sales

Defense industry knowledge

Quota achievement

Startup/fast-paced

Relationship building

Job description

Arlington, VA - Hybrid

An innovative AI company transforming how the defense market accesses and uses acquisition intelligence is looking for an Account Executive to drive expansion across the Defense Industrial Base (DIB). Their platform brings together thousands of defense data sources into a single intelligence solution, helping organizations make faster, smarter decisions.

Your focus will be on prime contractors, subcontractors, and defense-adjacent commercial organizations that rely on intelligence to identify, win, and grow defense opportunities - including defense consultants and lobbyists supporting acquisition strategy and budget positioning.

What you\'ll do

• Own the full sales cycle across DIB accounts, from prospecting and discovery through contract close and renewal.
• Build and manage a healthy pipeline aligned with commercial growth targets.
• Develop relationships with business development leaders, capture managers, competitive intelligence teams, and C-level executives across the Defense Industrial Base.
• Demonstrate clear ROI by helping defense organizations improve capture strategy, competitive positioning, and market expansion.
• Partner with the Mission Success team to ensure seamless customer handovers and strong retention.
• Bring customer feedback back to Product and Engineering to help shape the platform roadmap.
• Build and refine messaging, outbound campaigns, and sales plays tailored to the DIB market.

What we\'re looking for

• 5+ years\' experience in B2B SaaS or technology sales.
• Proven success selling into the Defense Industrial Base (primes, subcontractors or defense-focused commercial organisations).
• Track record of exceeding quota in complex, consultative sales environments.
• Strong understanding of defense business development, capture and procurement.
• Comfortable operating in a fast-paced, high-growth startup.
• Existing relationships across the Defense Industrial Base, including business development leaders, capture teams, competitive intelligence professionals, defense consultants, and acquisition advisors.