Federal Sales Executive (DOD/DOW)

Nuix; Reston (VA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Nuix is hiring a Federal Sales Executive to grow a significant federal book of business in the Reston, VA region. You will engage with DoD/agency buyers, manage long sales cycles, and orchestrate pre-sales, legal, and customer success resources to close complex software and SaaS deals.

You will build and sustain a robust pipeline, develop executive-level relationships, and negotiate terms that reflect the value of the Nuix platform while protecting margins and long-term customer value.

Qualifications

• Experience selling complex enterprise software on long sales cycles.
• Ability to position a platform as a strategic investment.
• Strong track record engaging executives and stakeholders.

Responsibilities

• Own and grow defined federal/accounts territory with revenue growth.
• Lead full sales cycle from qualification to contract execution.
• Build executive relationships across target accounts and drive decisions.

Skills

Enterprise software sales

Platform selling

Executive engagement

Sales cycle management

Tools

MEDDPICC

MEDDIC

Challenger

CRM (Salesforce)

Job description

We're on a mission to be a Force For Good, through our People, Products and Purpose at Nuix. This extends to our People. We're fiercely passionate, love working at pace, thrive in ambiguity, live, and breathe outside of the box, and above all are good humans. We're determined to make a positive difference in the world, whether through our solutions which help the top companies, governments and agencies find the truth and combat illegal activities, or through our people who care about contributing and giving back both within, and outside, of Nuix. We are a Force For Good. We're selective about who comes on board, and you should be too. But if the above sounds like a match, get in touch today and get ready for the possibility of starting a once-in-a-career journey.

Role Overview

Nuix builds software that finds the truth in complex, voluminous data. Our platform is used by governments, corporations and law enforcement agencies to investigate, analyze and understand digital information at a scale and speed that no other technology can match. As a Federal Sales Executive at Nuix, you will be responsible for growing a significant book of business across your assigned territory, working with organizations that face the most demanding data intelligence, investigative analytics and eDiscovery challenges in the world. This is a full-cycle, platform-focused federal sales role requiring deep commercial acumen, patience through extended procurement processes and the credibility to engage with technical users and executive decision-makers in the same conversation.

You will operate as a senior individual contributor, owning your territory with a high degree of autonomy. You will be expected to build and sustain a healthy pipeline, orchestrate internal resources across pre-sales, legal and customer success, and close complex, high-value software and SaaS agreements. Success in this role demands a sophisticated understanding of enterprise buying behavior, a consultative approach to uncovering and solving multi-layered business problems, and the discipline to manage long, multi-stakeholder sales cycles through to a consistent and growing outcome.

Nuix is hiring a Federal Sales Executive, focused on DOD/ DOW. This role will focus heavily on the U.S. Department of Defense (DoD)/Department of War (DOW) market, supporting the growth of Nuix’s presence across defense and national security organizations. The ideal candidate will have a strong understanding of the federal defense ecosystem and established relationships within DoD/DOW agencies, commands, and related organizations.

Location

This position will be based in our Reston, VA office. The candidate is required to attend the office a minimum of 3 days per week, but may voluntarily elect to work either remotely or from the Reston office for the remaining days of the week.

Key Responsibilities

• Own and grow a defined territory of federal and agency accounts. Develop and execute an annual territory plan that targets net-new logos and expansion within existing accounts to deliver sustained revenue growth year on year.
• Drive the full sales cycle from initial qualification through to contract execution and handover. Apply a structured qualification methodology such as MEDDPICC to assess opportunity quality, manage stakeholder consensus and advance complex deals through procurement with discipline and accuracy.
• Build and maintain executive-level relationships across each target account. Engage decision-makers at every level of the buying organisation, from operational users to C-suite, ensuring Nuix is positioned as a strategic platform partner rather than a point solution.
• Develop and maintain a pipeline that is sufficient in volume and quality to meet and exceed quota. Maintain accurate opportunity data and forecast commitments in the CRM at all times, giving the business reliable visibility of expected revenue across short and long-horizon deals.
• Lead contractual negotiation on all opportunities within your territory. Construct proposals that reflect the full value of the Nuix platform, then negotiate terms that protect margin and establish the foundation for a long-term customer relationship.
• Coordinate internal resources to deliver a compelling and consistent buyer experience throughout each sales engagement. Direct pre-sales engineers, product specialists and executive sponsors at the right moments in the cycle to strengthen the business case and address technical or commercial objections.

Skills, Knowledge and Expertise

• Demonstrated success selling complex enterprise software or SaaS platforms on extended sales cycles. A consistent track record of closing high-value, multi-stakeholder enterprise agreements, ideally in data intelligence, investigative analytics, legal technology, eDiscovery or an adjacent regulated technology sector.
• Proven ability to sell a platform rather than individual products or modules. Experience positioning an integrated software platform as a strategic investment rather than a tactical purchase, with the commercial and conversational skills to align a buying committee around that narrative.
• Fluency in a structured sales qualification methodology applied to long and complex cycles. Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to qualify, advance and close enterprise opportunities that span multiple quarters or financial years.
• The range and confidence to sell credibly to practitioners, technical evaluators and senior executives. Demonstrable experience navigating large organisations and adapting your approach, language and value proposition to meet the needs of diverse stakeholders at every level of authority.

Desired Expertise

• Prior sales experience in government, law enforcement, regulatory or national security sectors. Familiarity with public sector procurement frameworks, security clearance environments and the unique buying dynamics of government agencies is a meaningful advantage in a significant portion of the Nuix customer base.
• Working knowledge of eDiscovery, digital forensics, compliance or investigative workflows. Candidates who can hold a credible technical conversation about how data is collected, processed, reviewed and produced in legal or investigative contexts will build customer confidence more quickly and shorten the trust-building phase of each engagement.

About Nuix

Nuix is on an incredible journey of transformation, aligning our strengths with our ambitions to pursue greater opportunities. As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.

https://www.nuix.com/

Vision

Finding Truth in a Digital World.

Mission

Nuix creates innovative software that empowers organisations to simply and quickly find the truth from any data in a digital world. We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.

Values

• Take ownership and follow up
• Resilient - we learn from the past and are optimistic about tomorrow
• Unafraid to do the right thing, quickly
• Team Nuix - first and foremost
• Hero our customers and innovate for them