Federal AI Infrastructure Sales Executive

Istaridigital.Ai; United States; On-site; USD 150,000 - 240,000; Full time

Job summary

Istari Digital is expanding its sales organization to win across U.S. federal customers, including DoD, IC, and federal civilian agencies.

The Federal Account Executive will own the full sales cycle—from pipeline development and discovery through technical evaluations, acquisition strategy, and contract award—to deliver mission-focused digital engineering outcomes. The role emphasizes consultative selling, understanding mission needs, and navigating federal procurement, budgeting, and

Qualifications

• 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.

Responsibilities

• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies.
• Identify and engage 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 opportunities.
• Own the full federal sales cycle from initial engagement through contract award.
• Conduct discovery to understand mission objectives, engineering challenges, and program constraints.
• Lead pricing strategy, proposal development, and negotiations.

Skills

Discovery & qualification

Consultative selling

Technical value messaging

Communication

Ownership & persistence

Outbound prospecting

Team player

Job description

Istari Digital is expanding its sales organization to win across U.S. federal customers, including DoD, IC, and federal civilian agencies.

The Federal Account Executive will own the full sales cycle—from pipeline development and discovery through technical evaluations, acquisition strategy, and contract award—to deliver mission-focused digital engineering outcomes. The role emphasizes consultative selling, understanding mission needs, and navigating federal procurement, budgeting, and