Senior Account Executive, Federal DHS & DOE

Collibra Public Sector; Virginia; On-site; USD 140,000 - 175,000; Full time

Benefits offered by this job

Bonus potential

Equity for eligible roles

Flex Fund monthly stipend

Pension/401k plans

Job summary

Collibra Public Sector seeks an experienced Senior Account Executive to drive revenue with US federal civilian agencies. You will manage large accounts, build trusted relationships, and articulate Collibra’s data intelligence value across the customer journey.

Expect to own end-to-end sales cycles with a consultative approach and cross-functional collaboration. The role emphasizes exceeding quotas, pipeline development, and working with stakeholders across technology and business units.

Qualifications

• 7+ years of experience calling on federal civilian accounts in field sales
• Experience in data storage or data management software industry
• Originated and closed complex sales with multiple stakeholders
• Active security clearance (preferred)

Responsibilities

• Achieve assigned goals for new license revenue and renewals
• Maintain reliable forecasting through high activity and broad account coverage
• Prospect for net new accounts and build pipeline
• Manage complex deal cycles from lead origination to close and expansion
• Collaborate with customers, partners, and peers in a consultative sales process to identify value and ROI

Skills

Federal sales

Enterprise sales

Relationship building

Forecasting

Negotiation

AI tools

Education

Bachelor’s degree or equivalent

Tools

CRM tools

AI tools (Claude, Gemini, ChatGPT)

Job description

Make an impact at Collibra Public Sector by driving growth in US federal civilian agencies. This role will be responsible for selling Collibra's value and vision to prospects and existing customers, offering a complete solution that includes software, support and services. As part of our federal sales team, you will manage some of Collibra’s largest accounts. You will use your knowledge and skills in enterprise sales to establish trusted and credible relationships, build Collibra’s brand and awareness around our solutions, and serve as a data intelligence advisor throughout the customer journey. You will be actively involved in the entire sales cycle.

Senior Account Executives at Collibra Public Sector are responsible for

• Achieving assigned goals for new license revenue and customer renewals
• Reliable and accurate forecasting produced by high activity levels and broad account coverage
• Prospecting for net new accounts, building pipeline, expanding existing accounts, and developing relationships to maintain sufficient active deal pipeline
• Managing complex deal cycles, from lead origination to stakeholder mapping, through negotiation to close and expansion
• Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI to support customer’s needs

You have

• Consistently exceeded assigned sales quotas
• Experience in the data storage or data management software industry
• 7+ years experience calling on federal civilian accounts in a field sales capacity
• Prior relationships with Departments of Homeland Security and/or Department of Energy
• Originated and closed complex sales with multiple technical and business stakeholders
• Managed consultative sales processes, with value-based impacts or outcomes
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows
• A bachelor’s degree or equivalent related working experience is required
• Because this role supports the US government, it is required that this candidate be a US citizen who resides on US soil; Active security clearance (preferred)

You are

• Known for your integrity, and commitment to the customer
• Detail and results oriented – you work backwards from a goal using documented plans
• Composed, resourceful, and comfortable in high-growth high-expectation environments
• Adaptive, accountable, and execution-oriented
• Proud of your work and aim for excellence
• Flexible to travel as required

Measures of success

• Within your first month, you have completed onboarding, connected with your team members as well as with your functional peers.
• Within your third month, you will be building a pipeline of business in your assigned territory.
• Within your sixth month, you will have solid foundation of prospective clients who you will be close to closing.

Compensation for this role

The standard base salary range for this position is $140,000 - $175,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.