Strategic Account Executive, Federal Sales

DroneDeploy, Inc.; Washington (District of Columbia); Hybrid; USD 180,000 - 247,000; Full time

Benefits offered by this job

Equity compensation

Bonus incentive compensation

Job summary

Procore is seeking a Strategic Account Executive, Federal Sales to win new federal agency customers for Procore for Government. This role covers a defined federal territory, requiring frequent in-person engagements with a possible DC metro location or remote work within the United States, and up to 50% travel.

You will own end-to-end sales—account mapping, discovery with program managers, capture, solution selling, contracting, and closing—while collaborating with the Procore Government Affairs

Qualifications

• 7+ years of quota-carrying enterprise SaaS sales to U.S. federal agencies.
• Proven track record closing multi-year federal contracts via GSA Schedule or SEWP.
• Knowledge of FAR/DFARS basics, federal budgeting cycle, and agency procurement.
• Relationships inside DoD facilities, installations, or engineering organizations preferred.
• Familiarity with FedRAMP, agency ATO processes, and security reviews.
• Experience with MEDDPICC or Challenger sales approach.
• Ability to build pipeline through account mapping and targeted outreach.
• Ability to travel up to 50% for agency meetings and site visits.

Responsibilities

• Build and run a federal territory plan mapping agencies and decision makers.
• Win new agency customers through program managers, CIOs, and contracting staff.
• Shape opportunities early by tracking budgets, RFIs, and sources sought notices.
• Sell through federal contract vehicles (GSA, SEWP) with Procore partners.
• Explain FedRAMP authorization and ATO process to security stakeholders.
• Co-sell with construction/engineering firms and federal integrators.
• Forecast and keep pipeline current; hand off to Account Managers for expansion.

Skills

Enterprise SaaS sales

Federal sales

FedRAMP knowledge

Security clearance

MEDDPICC/Challenger

Travel flexibility

DoD relationships

Job description

We’re looking for a Strategic Account Executive, Federal Sales to join the Procore Federal Sales team. You’ll win new federal agency customers for Procore for Government, the FedRAMP Authorized version of Procore construction management platform. Federal agencies plan, build, and maintain a large share of the country’s facilities, from military installations to national laboratories to ports of entry. Your job is to bring Procore to the agencies that own those programs.

This role focuses on new agency acquisition across a defined set of federal accounts, with an emphasis on the Department of War or other key departments. You’ll own the full cycle: account mapping, prospecting, capture, qualifying, solution selling, contracting, and closing. After a sale, you stay involved alongside the Account Manager on large expansions.

This position reports to the Director of Federal Sales and is a territory-based role, requiring frequent in-person engagements. Ideally this position is located within the Washington, DC metro area, however it can be remote within the United States with frequent travel to DC and to federal sites. We’re looking for someone to join the team immediately.

What you’ll do:

• Build and run a federal territory plan: Map your agencies’ construction and facilities programs (military construction, sustainment and maintenance, capital projects), the offices that own them, and the people who decide, fund, contract, and authorize. Build self-sourced pipeline from that map.
• Win new agency customers: Lead discovery with program managers, facility and engineering leaders, CIO and security staff, and contracting officers. Quantify the operational value of moving project delivery onto one platform and show it in the agency’s own terms.
• Shape and capture opportunities early: Track agency budgets, forecasts, sources sought notices, and RFIs. Respond to and shape requirements before they become solicitations, and work with the Procore Government Affairs team on agency priorities.
• Sell through federal contract vehicles: Structure deals through GSA Multiple Award Schedule, SEWP, and other vehicles with Procore reseller partners. Work the deal through procurement with agency contracting staff, Procore Legal, and Deal Desk, including multi-year and option-year structures.
• Lead with security and compliance: Explain Procore for Government’s FedRAMP authorization and the agency ATO process to CIO and security stakeholders, and bring in the Procore security and compliance team when an agency needs more.
• Co-sell with partners: Work with construction management and engineering firms, federal integrators, and the general contractors already using Procore on federal projects to gain access and build credibility with agency buyers.
• Forecast with discipline: Meet or exceed quarterly and annual new-business targets while keeping Salesforce.com pipeline, forecasts, and account plans current. Hand off cleanly to Account Managers and stay engaged on expansion.

What we’re looking for:

• 7+ years of quota-carrying enterprise SaaS sales, including at least 7 years selling directly to U.S. federal agencies.
• A track record of closing new federal agency business, including multi-year agreements awarded through GSA Schedule, SEWP, or other federal contract vehicles.
• Working knowledge of federal acquisition (FAR and DFARS basics), the federal budget and appropriations cycle, and how agencies buy software.
• Existing relationships inside DoW facilities, installations, or engineering organizations (Army, Navy, Air Force, Marine Corps, or Defense agencies) strongly preferred. Experience with civilian agency facilities programs is a plus.
• Familiarity with FedRAMP, agency ATOs, and the security review process for cloud software.
• Experience with a consultative selling methodology (for example MEDDPICC or Challenger) and with complex, multi-stakeholder buying groups.
• Ability to build pipeline on your own through account mapping and targeted outreach, not only from inbound demand.
• Ability to travel up to 50% for agency meetings, site visits, industry days, and events.
• Construction, engineering, or facilities industry experience is a plus.
• An active U.S. security clearance is a plus. U.S. citizenship may be required.

Additional Information

Base Pay Range:

179,760.00 - 247,170.00 USD Annual

On Target Earning Range:

359,520.00 - 494,340.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

This position requires access to technology, software, and data that is controlled or restricted under U.S. law, regulation, executive order, or government contract.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.