Senior Account Executive Federal
Location: United States, remote, with approximately 50% travel. Candidates who live within a reasonable commute of a company office will work there at least three days per week.
Compensation: Base salary $144,500–$170,000, plus incentive programs based on eligibility
The Right Fit
You are a hands-on federal sales hunter who enjoys building a market. You have sold directly to federal agencies, developed relationships you can call your own, and created opportunities that moved through complex procurement processes to a win.
You are comfortable speaking with finance and technology leaders about modernization, audit readiness, operational capacity, and risk. You bring curiosity and persistence to long sales cycles, work well with partners and internal specialists, and take personal accountability for building your pipeline.
About the Role
Our client is an established enterprise finance software company growing its public sector business. They are seeking a Senior Account Executive to help expand their presence in the U.S. federal market.
This is an individual contributor role covering the full sales process, from prospecting and discovery through pursuit strategy, procurement, and close. You will help our client develop federal account plans and create demand for solutions that modernize finance and accounting operations. You will also pursue relevant state and local opportunities and look for ways to grow existing public sector relationships.
What You’ll Do
Build Federal Business
- Develop new relationships with federal finance, accounting, technology, procurement, and executive leaders
- Generate pipeline through direct outreach, your network, events, and partner relationships
- Build account and territory plans across multiple agencies
- Lead discovery conversations focused on business value, mission outcomes, and return on investment
Lead Complex Pursuits
- Navigate federal buying cycles, procurement requirements, and contract vehicles
- Work with resellers and systems integrators while maintaining direct relationships with agency buyers
- Partner with our client’s business development, presales, value engineering, product, operations, and legal teams
- Manage opportunities from initial qualification through close and maintain accurate pipeline records
Help Grow the Practice
- Bring market insights that improve messaging, campaigns, and pursuit strategy
- Identify opportunities to expand relationships with existing public sector customers
- Contribute as a collaborative teammate while independently driving results
What We’re Looking For
Must-Have Experience
- Direct experience selling solutions to U.S. federal agencies
- A record of personally developing new agency relationships and closing new business
- Experience managing complex opportunities across multiple stakeholders and, ideally, multiple agencies
- Understanding of federal procurement and how partners support a pursuit
- Ability to sell business outcomes to both finance and technology leaders
- Willingness to travel approximately 50%
Especially Relevant Backgrounds
- Five to eight years selling enterprise SaaS, particularly finance, accounting, ERP, or related applications
- Federal finance transformation, ERP modernization, or audit readiness experience
- Prior accounting or auditing experience; a CPA is a welcome bonus
If you enjoy opening doors, building trusted relationships, and helping shape a growing federal business, we’d love to tell you more about this opportunity with our client.