Federal Key Account Executive

Collaboration.Ai

Federal Key Account Executive leading growth with the U.S. Department of Defense and federal agencies.

Posted 6/17/2026full-timeRemote • Minnesota • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Pipeline Generation & Qualification (~30%) Build and execute the territory plan. Run outbound prospecting into innovation units and mission sponsors. Qualify opportunities against the ICP, maintain 3x pipeline coverage, and partner with marketing on events.
Capture & Close (~55%) Lead capture planning and contract vehicle strategy (SBIR/STTR, CSO, OTA, BOA, direct award). Assemble and direct deal teams, drawing on Product & Engineering for demos and Managed Services for delivery credibility. Develop proposals and RFP responses, then negotiate and close with Contracting Officers.
Handoff & Intelligence (~15%) Deliver a handoff memo within 10 business days, accepted by the Account Manager, Program Manager, and Customer Success Manager. Keep CRM hygiene current weekly and submit a weighted forecast monthly. Gather market intelligence and refer named-account opportunities to the Account Manager.
Federal Sales Identify, qualify, and capture new opportunities through proactive prospecting, attendance at industry days, and engagement with defense innovation organizations across the Department of War, and others.
Build and maintain executive relationships with Program Managers, Contracting Officers, Chiefs of Staff, Innovation Leads, and other decision-makers and key influencers across each account.
Lead a consultative sales process that translates mission challenges into measurable platform outcomes, advancing opportunities through the full federal sales cycle.
Establish revenue and margin goals for each account and execute an Annual Account Growth Plan aligned to federal fiscal year planning, color of money, and program milestones.
Partner with prime contractors, systems integrators, and channel partners to expand reach through teaming arrangements and subcontracts.
Develop and maintain a qualified pipeline of federal opportunities, tracked diligently in the company CRM with accurate forecasts and next steps.
Shape opportunities in coordination with DoW spending cycles and customer requirements; while in parallel provide internal business recommendations of contract vehicle onboarding and positioning to win future work.
Lead or support capture activities including opportunity qualification, win strategy, competitive analysis, teaming decisions, and pricing-to-win. Contribute to proposal development in partnership with capture, product, and leadership teams, including writing and reviewing technical, management, and past-performance content.
Stay informed on FAR, DFARS, OTAs and other federal procurement trends that influence buying behavior.
Serve as the executive sponsor for assigned federal accounts, ensuring customers realize measurable mission value from NetworkOS and CrowdVector. Partner closely with our Mission Success and Customer Success teams to ensure smooth onboarding, strong adoption, and renewal-ready accounts.
Conduct executive briefings, QBRs, and program reviews with senior government and industry stakeholders. Educate customers on the full Collaboration.Ai product suite, new releases, and federal-specific capabilities. Capture and route customer feedback to product, engineering, and operations teams to improve fit for federal and defense use cases.
Provide strategic advice on optimizing innovation and collaboration processes for defense and federal missions, using Collaboration.Ai methodologies and platforms.
Analyze customer needs, mission priorities, and stakeholder dynamics to recommend tailored approaches that drive sales planning and forecasting.
Maintain a working understanding of the defense innovation ecosystem, key competitors, and emerging mission needs, and share findings with the broader Collaboration.Ai team.
Partner with sales leadership, marketing, product, mission success, and customer success teams to deliver a seamless customer experience.

Requirements

What you’ll need

5 or more years of B2G (business-to-government) account management, capture, or federal sales experience
Demonstrated experience selling SaaS or technology platforms into the U.S. Department of Defense/War, military services, or federal civilian agencies
Working knowledge of the federal procurement process, fiscal year cycles, color of money, and common contract vehicles
Experience navigating relationships with prime contractors, systems integrators, and federal program offices
Exceptional written and verbal communication skills, with proven ability to present and influence credibly at executive and senior government levels
Strong project and pipeline management discipline, including accurate forecasting and CRM hygiene
Experience using AI tools to accelerate research, sharpen communication, draft proposal content, and increase overall efficiency in a SaaS or federal sales environment
Ability to thrive in a fast-paced, dynamic, early-stage environment with minimal supervision
U.S. citizenship required
Willingness to travel occasionally for company and customer engagements

Benefits

Comp & perks

Earn a competitive salary and 401K
Medical, dental, vision, life, and disability insurance
Enjoy a flexible schedule

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2G account managementcapture managementfederal salesSaaS salesproposal developmentcompetitive analysispipeline managementforecastingcontract negotiationmarket intelligence

Soft Skills

written communicationverbal communicationinfluencingrelationship buildingproject managementstrategic adviceconsultative salesadaptabilityteam collaborationcustomer engagement