Senior Account Executive – Federal Defense and Intelligence

Cohere

Senior Account Executive responsible for driving sales in Federal Defense and Intelligence markets. Focused on building relationships and delivering AI solutions for U.S.

Posted 7/27/2026full-timeRemote • District of Columbia, Maryland, Virginia, Washington • 🇺🇸 United StatesSenior💰 $230,000 - $430,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in public sector sales, particularly within the U.S. Defense and Intelligence communities, with a strong ability to build relationships and drive strategic partnerships. Proficient in navigating federal procurement processes and delivering AI/ML solutions that meet government needs.

Highest-signal resume keywords

Public Sector Sales ExperienceFederal Procurement KnowledgeSaaS and AI/ML Solutions SellingStrategic Relationship BuildingStrong Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementTechnical and Business ValidationProof-of-Concept DevelopmentQuota AchievementMarket Development

Soft Skills

Organizational SkillsCreativityStrategic ThinkingAdaptability

Industry Keywords

U.S. Department of WarCombatant CommandsFederal DefenseIntelligence CommunityD.C. Metro AreaVARsDistributorsPrime ContractorsAFCEAAUSA

About the role

Key responsibilities & impact

Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across US Federal Defense and Intelligence organizations.
Develop and execute a sales plan for the U.S. Department of War, Combatant Commands and other departments in national security.
Act as a trusted advisor and thought partner to national security professionals and prospects by understanding their goals and shaping AI solutions that deliver measurable value.
Work closely with channel partners, particularly Distributors and VARs as well as major system integrators to scale outreach, accelerate adoption, and maximize customer success.
Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships.
Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions.
Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth.
Own the full sales cycle; including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment.

Requirements

What you’ll need

10+ years of direct public sector sales experience in the U.S. Defense and Intelligence communities, with a proven track record of closing $5M+ annual quotas.
Deep knowledge of federal procurement cycles and decision-making processes, how to work with resellers, VARs and distributors.
Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations (e.g., AFCEA, AUSA).
Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
High tolerance for ambiguity, you are both a strategist and a hands-on operator capable of building a market from the ground up.
Strong organizational skills, with the ability to manage multiple internal and external stakeholders across fast-moving deals.
Creativity and strong technical acumen to structure unique, mutually beneficial partnerships.
Excellent communication skills, you listen deeply, understand what matters to senior decision-makers, and confidently present to both technical and non-technical audiences.
Must be based in Washington, D.C., Maryland, or Virginia with willingness to travel (25-35%).

Benefits

Comp & perks

A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
Full health and dental benefits, including a separate budget for mental health.
RRSP matching, 401K, Pension Scheme.
100% Parental Leave top-up for up to 6 months, for either parent.
Annual enrichment benefits:
Arts & culture, fitness/wellness, quality time, and a workspace improvement credit.
Education & learning stipend for conferences, courses, and coaching.
6 weeks of paid vacation (30 working days!)
Budget for traveling to other offices if you are remote, plus an annual company offsite.