Remote Federal Account Executive – AI-Driven Engineering

Front Door Defense; United States; On-site; USD 98,000 - 170,000; Full time

Job summary

Istari Digital is seeking a Federal Account Executive to own and drive the full federal sales cycle across U.S. federal customers, including DoD, IC and civilian agencies.

The role requires consultative selling, deep understanding of federal procurement, and collaboration with solution architects and cross-functional teams. You will engage early, qualify opportunities, and navigate acquisition pathways to deliver mission-focused value while expanding revenue and securing program-of-record

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

• Own the full federal sales cycle from initial engagement through contract award.
• Conduct discovery to understand mission objectives and program constraints.
• Partner with Solution Architects to design compliant architectures and proofs of value.
• Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA).
• Lead pricing strategies, proposals, and negotiations.

Skills

Quota carrying

Federal sales

DoD/IC experience

Federal procurement

Closing complex deals

Discovery & qualification

Communication

Presenter

Ownership

Outbound prospecting

Team player

Job description

Istari Digital is seeking a Federal Account Executive to own and drive the full federal sales cycle across U.S. federal customers, including DoD, IC and civilian agencies.

The role requires consultative selling, deep understanding of federal procurement, and collaboration with solution architects and cross-functional teams. You will engage early, qualify opportunities, and navigate acquisition pathways to deliver mission-focused value while expanding revenue and securing program-of-record