Federal Account Executive – Intelligence Community

Zendr; Washington, Baltimore (District of Columbia, MD); On-site; USD 150,000 - 170,000; Full time

Job summary

Zendr in Washington, DC is seeking a Federal Account Executive to own a major Intelligence Community territory in the Washington, DC area. The role emphasizes building pipeline, acquiring new logos, and driving $1M+ enterprise deals with federal customers.

You will manage the full enterprise sales cycle from first engagement to close, develop relationships across agency stakeholders, and forecast revenue. A security clearance is not required, though sponsorship is possible for some roles.

Qualifications

• 5+ years in Intelligence Community territory, either from service or direct selling into it.
• Proven track record closing $1M+ enterprise opportunities.
• Ability to build and grow a territory rather than manage existing accounts.
• Experience in OSINT, digital forensics, investigative intelligence or related enterprise tech is a plus.

Responsibilities

• Own and develop a strategic U.S. Intelligence Community territory.
• Build pipeline and win new accounts instead of inheriting an existing book.
• Manage the full enterprise sales cycle from initial engagement through close.
• Develop relationships across agency stakeholders.
• Personally own quota, forecast, and revenue performance.
• Lead complex $1M+ enterprise opportunities.

Skills

New logo hunter

Quota attainment

Territory development

Enterprise sales

IC/federal sales

Job description

Washington, DC Area

$150,000–$170,000 base | $300,000–$340,000 OTE + equity

Join a fast-growing investigative intelligence company providing facial recognition technology to government and law enforcement customers.

The company is expanding its Federal sales team with the hire of an experienced Federal Account Executive to take dedicated ownership of a major U.S. Intelligence Community territory.

Its web-based platform helps government investigators identify unknown individuals and generate investigative leads, with significant Federal expansion currently underway.

• Join a Federal sales team that has grown from 2 to 8 in the last 2.5 years
• Existing reps are overachieving against target
• Average deal sizes have increased 4x, with the business moving towards $1M+ enterprise deals
• Take dedicated ownership of a major Intelligence Community territory
• Join while the company is scaling its Federal presence significantly
• Work within a business of around 42 employees where individual sellers can have real impact

The business has grown more than 10x over the last 2.5 years and is currently progressing through FedRAMP High authorization.

You will be

• Owning and developing a strategic U.S. Intelligence Community territory
• Building pipeline and breaking into new accounts rather than simply inheriting an existing book
• Managing the full enterprise sales cycle from initial engagement through close
• Developing relationships across relevant agency stakeholders
• Personally owning quota, forecasting and revenue performance
• Leading complex $1M+ enterprise opportunities

What you will bring

• 5+ years of strong experience within the relevant Intelligence Community territory, either from serving within the community followed by sales, or from selling directly into it
• Strong new-logo / hunter mentality
• Clear evidence of quota attainment and personally closed dealsExperience closing $1M+ enterprise opportunities
• Ability to build and grow a territory rather than simply manage established accounts
• Experience within OSINT, publicly available information, digital forensics, investigative intelligence or adjacent enterprise technology would be highly relevant

A security clearance is not required, although the client can hold or sponsor.

Interviews can move quickly through a short process, with exceptional candidates able to progress directly to the CRO at final stage.