Senior Federal Account Executive – Intelligence Community

RiseMe; Washington (District of Columbia); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Windward is seeking an Account Executive for the Intelligence Community to lead multi-directorate Federal sales with a validated beachhead and a clear path to program-of-record growth.

You will own the full lifecycle across agencies: mapping, discovery, procurement planning, and expansion, engaging SES-level stakeholders and program executives to close and scale initiatives. Expect a strong emphasis on MEDDPICC and security-clearance-compliant processes.

Qualifications

• Active TS/SCI. Non-negotiable — this role cannot be performed at a lower level.
• 5+ years selling software or analytics into the Intelligence Community, with closed deals you can speak to at an unclassified level.
• Demonstrated ownership of full-cycle federal sales, including navigating the contracting shop — not just building the relationship and handing it off.
• Command of federal procurement mechanics: contract vehicles, color of money, POM cycles, ATO and accreditation timelines, and how a good-idea-fairy meeting becomes a funded requirement.
• Proven ability to sell at the executive level. You have carried a deal to an SES, flag officer, or mission-center director and closed it — and you can describe how you got the meeting, not just what happened in it.
• Credible technical range. You can hold your own on data fusion, model outputs, false positives, and integration architecture with a customer engineer in the room.

Responsibilities

• Own full lifecycle for IC accounts: mapping, mission-set discovery, champion development, technical validation, procurement strategy, award, and expansion.
• Access at the top with SES/SIS civilians, officers, chiefs, CTOs and program executives, earning second meetings.
• Translate customer workflow gaps into deployed capability; the demo is a means, not the meeting.
• Architect how procurement money moves across IDIQs, OTAs, GSA, SBIR/CSO, sole-source justifications, teaming.
• Identify, vet, and manage teaming with primes, SIs, and cleared resellers.
• Maintain MEDDPICC-qualified forecast for leadership review.

Skills

Active TS/SCI

5+ years IC sales

Full-cycle federal sales

Federal procurement

Executive-level selling

Credible technical range

Tools

MEDDPICC

Job description

Windward is seeking an Account Executive for the Intelligence Community to lead multi-directorate Federal sales with a validated beachhead and a clear path to program-of-record growth.

You will own the full lifecycle across agencies: mapping, discovery, procurement planning, and expansion, engaging SES-level stakeholders and program executives to close and scale initiatives. Expect a strong emphasis on MEDDPICC and security-clearance-compliant processes.