Senior Account Executive: SLED

Progress Software Corporation; Washington (District of Columbia); Hybrid; USD 140,250 - 165,000; Full time

Benefits offered by this job

Medical benefits

Flexible vacation

ESPP program

Birthday off

Job summary

Progress Federal Solutions in the United States is seeking a Senior Account Executive with a Federal SLED focus to drive net new and expansion revenue across U.S. Federal Civilian, DOJ, and SLED accounts.

This is a remote role from your home office, with a preference for the Washington, DC area and EST alignment. You will lead complex, consultative sales cycles, navigate public-sector procurement, and partner with SI and channel partners to deliver value from a data management platform.

Qualifications

• Experience selling enterprise B2B software to Federal/SLED customers.
• Proven track record closing six- and seven-figure deals in public sector.
• Strong knowledge of Federal/SLED procurement processes.
• Excellent executive communication and negotiation skills.

Responsibilities

• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts.
• Lead end-to-end sales cycles from discovery through close, including RFPs, RFIs, and contract renewals.
• Develop and execute strategic account plans aligned to agency missions and funding cycles.
• Build and maintain multi-threaded relationships with program/mission owners, technical leaders, and procurement officers.
• Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors.
• Collaborate with partners and cross-functional teams to support deal strategy and coverage.

Skills

Enterprise software sales

Public sector experience

Executive communication

Job description

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.

We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Account Executive with a Federal SLED focus for our PFS organization and help us do what we do best: propelling business forward. This will be a remote role working out of your home office in the United States. Due to where team is located we need folks to be in EST, with a preference for Washington DC area.

Progress Federal Solutions is a wholly-owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more. Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our primary product is a highly differentiated data management platform that helps our customers on their journey to get more value out of their enterprise data. We enable organizations to integrate all their data and metadata, power transactional and analytical applications, and curate data for machine learning and AI. To learn more visit www.progress.com/federal.

The Senior Account Executive – Federal SLED is responsible for driving net new and expansion revenue across U.S. Federal Civilian, DOJ, and SLED accounts. This role leads complex, consultative sales cycles that require navigating public-sector procurement, compliance, and multi stakeholder buying processes, while building trusted relationships with technical, functional, and executive customer stakeholders.

Success in this role requires strong knowledge of government contracting vehicles, experience selling enterprise software or data platforms, and the ability to operate effectively in long, highly structured sales cycles.

Revenue & Account Ownership

• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings.
• Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals.
• Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines.

Public Sector Stakeholder Engagement

• Build and maintain multi threaded relationships across agency stakeholders, including:
  • Program and mission owners
  • Technical and architecture leaders
  • Procurement and contracting officers
  • Executive leadership (SES, CIO/CTO organizations)
• Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization.

Pipeline, Forecasting & Compliance

• Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets.
• Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors.
• Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines.

Partner & Ecosystem Collaboration

• Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage.
• Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations.
• Navigate partner led and prime/subcontractor deal models where applicable.

Your background

• Proven experience selling enterprise B2B software or technology solutions into Federal and/or SLED customers.
• Demonstrated success driving six and seven figure deals within public sector environments.
• Strong understanding of Federal or SLED procurement processes, including contract vehicles and funding cycles.
• Excellent executive communication, negotiation, and consultative selling skills.

Preferred

• Experience selling data platforms, infrastructure software, or mission critical systems.
• Familiarity with common Federal SIs, channel partners, and contracting vehicles.
• Ability to influence without authority and lead complex internal deal teams.

Success Measures

• Achievement of quarterly and annual Federal/SLED bookings targets
• Pipeline health and forecast accuracy
• Expansion within existing agencies and penetration of new mission areas
• Strength and durability of executive level customer relationships

Base Salary Range: $140,250 - $165,000 This position is also eligible to participate in our commission plan. Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.

Please note these roles are done as 50/50 splits so the commission range will also be $140-165,000

What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.)
• Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
• Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.