Federal DoW Field Account Executive

Box; Washington; On-site; USD 238,000 - 298,000; Full time

Job summary

Box is seeking a field-based Federal DoW Sales professional in the Washington, DC Metro area to drive new logos and expand DoW programs. You will lead strategic account plans, collaborate with engineers, and navigate complex procurement processes to win DoW opportunities.

This senior role requires 5+ years in federal sales, deep knowledge of DoW procurement cycles, and strong presentation, communication, and negotiation skills. Travel up to 50% is expected.

Qualifications

• 5+ years of work experience in Federal Sales
• Deep understanding of DoW procurement processes, budgeting, and acquisition cycles
• Strong presentation, communication, and negotiation skills
• Ability to work independently and in a fast-paced, mission-focused environment
• Prior success in ECM, Cloud, or SaaS Federal DoW sales

Responsibilities

• Source and close net new logos within the Federal DoW Government vertical
• Research and understand your customers to gain insight into their business challenges and Box value proposition
• Build and execute strategic account plans for DoW enterprise customers
• Drive net-new sales and expand existing business across DoW programs and agencies
• Partner with system integrators and channel partners to pursue large-scale programs
• Navigate procurement processes (OTAs, IDIQs, BPA, and sole-source vehicles)
• Serve as a trusted advisor to DoW leaders, program managers, and acquisition officials and manage through multi-layer stakeholders in Government Agencies
• Collaborate with solutions engineers, capture teams, and proposal staff to win pursuits
• Travel up to 50% of the time within your territory

Skills

Federal Sales

DoW procurement

Presentation

Negotiation

Communication

Independent work

ECM

Cloud

SaaS

Job description

Box is seeking a field-based Federal DoW Sales professional in the Washington, DC Metro area to drive new logos and expand DoW programs. You will lead strategic account plans, collaborate with engineers, and navigate complex procurement processes to win DoW opportunities.

This senior role requires 5+ years in federal sales, deep knowledge of DoW procurement cycles, and strong presentation, communication, and negotiation skills. Travel up to 50% is expected.