Federal Government Sales Executive

ACAMS; Washington (District of Columbia); Hybrid; USD 140,000 - 210,000; Full time

Job summary

ACAMS is seeking a Federal Government Sales Executive to lead strategic accounts and drive new business with U.S. federal agencies, while expanding opportunities in state/local governments.

The role emphasizes navigating government procurement, budgeting cycles, and complex sales processes to deliver compliant, proven solutions. Based in Washington, DC on a hybrid schedule, the ideal candidate will connect ACAMS’ anti-financial crime offerings with public-sector needs, building credibility with

Qualifications

• 5–10 years in B2B sales or account management focused on U.S. federal government.
• Success navigating complex sales cycles and renewals in government or regulated settings.
• Strong understanding of federal procurement, budgeting, and contracting frameworks.
• Experience writing and winning RFQs, RFPs, and government proposal responses.
• Ability to build executive‑level relationships and manage multiple stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Highly organized, data‑driven, and able to manage pipelines and forecasts.

Responsibilities

• Own and grow a portfolio of U.S. federal government accounts, including retention and new business.
• Develop account strategies to prioritize federal growth and expand state/local opportunities.
• Manage public-sector sales cycles with budgeting timelines, pricing, and contract negotiations.
• Lead or support RFQ/RFP submissions with cross-functional inputs.
• Coordinate with leadership, product, marketing, operations, and delivery for a seamless client journey.
• Maintain pipeline hygiene and accurate executive-level reporting.
• Represent ACAMS in meetings, conferences, and strategy discussions with government partners.

Skills

Federal government sales

Account management

Executive relationship building

Negotiation

Communication

Forecasting & pipeline management

Public-sector sales experience

Job description

Who We Are:
ACAMS is the global leader in certification, training, and intelligence for anti-financial crime (AFC) professionals. ACAMS sets the standard for how organizations prevent, detect, and respond to money laundering, fraud and sanctions evasion. Trusted by 70% of the world's leading banks, as well as governmental and law enforcement agencies, and FinTechs, the organization has 120,000+ members across 200+ countries and territories. Its 65+ chapters and annual conferences connect AFC professionals across every major financial center. Learn more at acams.org.

Who We Are:
ACAMS is the global leader in certification, training, and intelligence for anti-financial crime (AFC) professionals. ACAMS sets the standard for how organizations prevent, detect, and respond to money laundering, fraud and sanctions evasion. Trusted by 70% of the world's leading banks, as well as governmental and law enforcement agencies, and FinTechs, the organization has 120,000+ members across 200+ countries and territories. Its 65+ chapters and annual conferences connect AFC professionals across every major financial center. Learn more at acams.org.

Opportunity at a Glance
The Federal Government Sales Executive is a hybrid role responsible for strategic account management and new business development with a primary focus on U.S. federal government accounts and a secondary focus on state and local government opportunities. This role serves as the commercial relationship owner for assigned federal agencies and departments—driving retention, expansion, and revenue growth within existing accounts while also identifying, pursuing, and closing new logos and long‑term partnerships through consultative engagement, structured account planning, and close cross‑functional coordination.

The ideal candidate brings a strong track record in navigating federal government buying processes, complex sales cycles, and procurement regulations, along with the ability to build credibility with law enforcement, regulatory, and other public‑sector stakeholders in a B2B environment. Just as importantly, this person should understand the financial services landscape—especially financial crime‑related issues such as anti‑money laundering, fraud, sanctions, and broader compliance risk—so they can connect ACAMS’ solutions to the real‑world challenges facing government interactions with the financial‑sector. Familiarity with state and local procurement channels is a plus and will support broader market expansion.

Responsibilities

• Own and grow a portfolio of U.S. federal government accounts, serving as the primary relationship lead for retention, expansion, and new business development, while supporting select state and local opportunities
• Develop and execute account strategies that prioritize federal agency growth, identify adjacent state and local opportunities, and build durable relationships across agency stakeholders
• Manage complex public‑sector sales cycles, with emphasis on federal budgeting timelines, procurement pathways, pricing, contract negotiations, and compliant proposal development, while navigating state and local purchasing processes as needed
• Lead or support RFQ, RFP, and related government submissions by coordinating cross‑functional inputs and helping shape compelling, compliant responses
• Partner closely with internal leadership, product, marketing, operations, and delivery teams to ensure a seamless client experience across onboarding, renewals, and expansion
• Maintain disciplined pipeline management, accurate forecasting, CRM hygiene, and executive‑level reporting
• Represent the organization in meetings, briefings, conferences, and strategic partnership discussions within the government market
• Based in Washington, DC on a hybrid schedule

Qualifications

• 5‑10 years of successful B2B sales experience, account management, or business development, with significant focus on U.S. federal government and public‑sector sales; exposure to state and local government is a plus
• Demonstrated success managing complex sales cycles and account renewals within government or highly regulated environments
• Strong understanding of federal government procurement processes, budget cycles, and contracting frameworks, with familiarity in state and local procurement structures
• Demonstrated experience writing and winning RFQs, RFPs, and other government proposal responses
• Proven ability to build executive‑level relationships and manage multiple stakeholders
• Excellent communication, presentation, and negotiation skills
• Highly organized, data‑driven, and comfortable managing pipeline, forecasts, and executive‑level reporting

Preferred Qualifications

• Experience supporting federal law enforcement, regulatory agencies, or civilian agencies, with additional exposure to state and local government organizations preferred
• Familiarity with federal contracting vehicles and acquisition frameworks, including GSA schedules and IDIQs, as well as relevant state and local cooperative contracts or grant‑funded programs
• Background in professional services, training, certifications, or subscription‑based solutions
• Experience working cross‑functionally in a matrixed organization

EEO

We are proud to be an EEO employer M/F/D/V. At ACAMS, we welcome everyone and have a strong commitment towards diversity and inclusion. We encourage our Colleagues to be their true authentic selves and support laws that prohibit discrimination everywhere we do business. We also maintain a drug‑free workplace.