Federal Account Executive

Department of Defense (DoD) & Federal Systems Integrators (FSIs)

We are seeking a high-performing Federal Account Executive with proven experience selling into the United States Department of Defense and driving revenue through strategic partnerships with Federal Systems Integrators (FSIs). This role requires a seasoned professional who understands the federal acquisition lifecycle, has established relationships across DoD components, and can successfully navigate and influence FSI-led capture efforts. The ideal candidate brings a strong track record of closing complex, multi-year federal deals and building channel-driven pipelines within the defense ecosystem.

Key Responsibilities

• Own and drive revenue growth across assigned DoD accounts and programs.
• Develop and execute account strategies targeting key DoD branches, agencies, and program offices.
• Build and maintain executive-level relationships within DoD stakeholders and FSI partners.
• Identify, shape, and close opportunities both directly and through FSI channels.
• Collaborate with leading FSIs such as: Booz Allen Hamilton, SAIC, Leidos, General Dynamics Information Technology, and CACI etc.
• Influence capture managers, solution architects, and program executives within FSIs to position solutions in large-scale IDIQs, GWACs, and task orders.
• Maintain accurate pipeline forecasting and territory planning.
• Partner with marketing, product, and technical teams to align messaging with DoD mission priorities.

Required Qualifications

• 7+ years of enterprise or federal sales experience.
• Demonstrated success selling directly into the United States Department of Defense.
• Direct experience building revenue through Federal Systems Integrators (FSIs).
• Existing relationships with capture managers, program managers, and contracting officers within DoD and FSIs.
• Proven ability to close complex, multi-million-dollar federal deals.
• Strong understanding of federal budgeting cycles, appropriations, and procurement regulations (FAR/DFARS).
• Experience positioning solutions into large contract vehicles and FSI-led proposals.
• Ability to obtain or maintain a security clearance (if required).

Preferred Qualifications

• Experience selling cybersecurity, cloud, AI/ML, data, or enterprise IT solutions within DoD.
• Familiarity with key DoD branches (Army, Navy, Air Force, Space Force, DISA, etc.).
• Experience influencing requirements pre-RFP and participating in capture strategy sessions.
• Background working in or alongside FSIs in business development or capture roles.