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Join an established enterprise software company with a significant Fortune 100, Fortune 1000, Global 2000, and U.S. Government customer footprint as it enters a major new phase of growth around AI-powered software delivery.
With a new CEO, new CRO, evolving flagship platform, and developing GTM strategy, the company is combining the enterprise credibility of an established software business with the urgency and ownership mentality of a startup environment.
This is a highly strategic Federal / Government Account Executive opportunity for a seller who wants to inherit a meaningful existing customer base, protect and expand major civilian Federal relationships, develop new opportunities across government, and help grow the company's SLED presence.\
In This Role, You Will:
Own a Federal / Government portfolio representing approximately $10.4M in active ARR and $2.7M in open pipeline
Manage relationships across major civilian Federal agencies, Federal Reserve / GSE organizations, government contractors, systems integrators, and SLED accounts
Protect and grow a significant existing renewal base while identifying expansion opportunities within strategic government customers
Develop new business across civilian Federal agencies and an expanding SLED market
Build relationships within individual IT organizations, programs, and buying centers rather than treating an entire agency as a single account
Expand existing relationships across organizations such as CMS, IRS, DHS, DOT, and other government entities
Navigate relationships across CIO, CTO, CISO, Engineering, DevOps, DevSecOps, Platform, Security, Infrastructure, and program leadership
Partner closely with Carahsoft, the company's primary Federal channel partner, to navigate Federal transactions
Work effectively with government contractors, systems integrators, procurement teams, and contracting organizations
Run sophisticated discovery conversations to uncover technical, operational, security, governance, and compliance challenges
Multi-thread across technical evaluators, champions, executive stakeholders, program leaders, procurement, and channel partners
Identify renewal risk early and build strong account plans across a concentrated strategic customer base
Translate technical challenges into measurable business outcomes and ROI
Maintain disciplined qualification, forecasting, account planning, and opportunity management
The Market Opportunity
AI is fundamentally changing software development.
As developers and AI agents create significantly more code, government organizations face an increasingly complex challenge around understanding what is being produced, how it is tested, whether it is secure and compliant, and what ultimately gets released into production.
These challenges become particularly important inside government environments where security, governance, compliance, auditability, and control are critical.
The company's next-generation platform is designed to provide governance and orchestration across the software delivery lifecycle while working with the development tools organizations already use.
For the right Federal technology seller, this creates an opportunity to bring a modern AI software delivery story into government environments that are already managing some of the most complex development, security, and compliance requirements in the market.
Compensation & Territory
Base Salary: 140K-160K
OTE: 280K-320K+
Compensation Split: 50/50
Commission: Uncapped
Equity
FY27 NARR Quota: Approximately $1.1M
Territory: U.S. Federal / Government, including civilian Federal, contractors / SIs, Federal Reserve / GSE, and SLED
Location: Remote
Comprehensive benefits package
The Right Background
Approximately 5+ years of progressive B2B technology sales experience
Strong Federal Government software sales experience
Experience selling directly into civilian Federal agencies strongly preferred
Demonstrated ability to manage and retain a meaningful existing book of business
Proven expansion and upsell experience within strategic government accounts
Ability to develop net-new Federal or SLED business
Experience navigating complex government procurement and contracting environments
Experience working with Federal channel partners such as Carahsoft highly preferred
Experience working with government contractors and systems integrators
Track record of consistent quota attainment and ideally multiple examples of overachievement
Experience selling complex, technical SaaS solutions
Strong strategic account-planning and multi-threading skills
Comfortable selling to highly technical government buyers across Engineering, CIO, CTO, DevOps, Security, Infrastructure, and related organizations
Strong discovery, qualification, business-case development, and executive selling skills
Experience with MEDDIC / MEDDPICC strongly preferred
DevOps, DevSecOps, developer tools, infrastructure software, cloud, observability, cybersecurity, application security, or AI infrastructure experience highly preferred
Strong career progression and demonstrated stability
Competitive, hungry, coachable, patient, and comfortable operating without perfect structure
Ability to articulate how you have protected existing revenue, expanded strategic accounts, and created new government opportunities
Direct DevOps experience is highly attractive, but the company is open to accomplished Federal technology sellers from adjacent software markets who understand government procurement, complex technical sales, account expansion, and the relationship-driven nature of the Federal ecosystem.
Work arrangement
Yes
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