Strategic Federal Account Executive – DoD & IC

Istaridigital.Ai; Dayton (OH); On-site; USD 98,000 - 170,000; Full time

Job summary

Istari Digital is seeking a Federal Account Executive to drive new business and expansion with U.S. federal agencies, including DoD, IC, and civilian services.

You will own the full sales cycle from discovery to contract award, partnering with solution architects and government relations to shape opportunities and navigate procurement pathways. The role emphasizes mission-focused, consultative selling, and revenue growth across programs 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

• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies.
• Own the full federal sales cycle from initial engagement through contract award.
• Lead pricing strategy, proposal development, and negotiations.
• Collaborate with Solution Architects, Government Relations, and Contracts for compliant architectures and opportunities.
• Navigate complex stakeholder environments and align deals with funding pathways.

Skills

Quota-carrying sales

DoD/IC federal sales

Federal procurement knowledge

Closing complex multi-stakeholder wins

Discovery & consultative selling

Translate tech to business value

Executive communication

Ownership & persistence

Outbound prospecting

Team collaboration

Job description

Istari Digital is seeking a Federal Account Executive to drive new business and expansion with U.S. federal agencies, including DoD, IC, and civilian services.

You will own the full sales cycle from discovery to contract award, partnering with solution architects and government relations to shape opportunities and navigate procurement pathways. The role emphasizes mission-focused, consultative selling, and revenue growth across programs of record.