Account Executive – Federal
First Due
full-time
Posted on:
Location Type: Remote
Location: Remote • Washington • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Own and manage a portfolio of federal agency accounts, driving net-new revenue and account expansion with customers responsible for fire and EMS services
- Develop and execute strategic account plans aligned with agency missions, funding cycles, and procurement timelines
- Consistently meet or exceed assigned annual sales quota
- Build and maintain a strong qualified pipeline through prospecting, partner relationships, and inbound opportunities
- Identify, qualify, and shape opportunities early in the procurement lifecycle
- Manage opportunities through CRM with accurate forecasting and reporting
- Navigate federal acquisition processes for federal fire and EMS services, including RFPs, RFIs, RFQs, BPAs, task orders, and sole-source justifications
- Work closely with proposal and contracts teams on responses, pricing, and compliance
- Leverage contract vehicles such as GSA Schedule, IDIQs, BPAs, and agency-specific contracts
- Build trusted relationships with program managers, contracting officers, technical stakeholders, and end users
- Lead discovery conversations to understand agency pain points, mission needs, and success criteria
- Coordinate product demos and technical evaluations with sales engineers
- Partner with marketing, product, and customer success teams to support go-to-market strategies
- Provide feedback from federal customers to inform product roadmap and positioning
- Support post-award transitions to customer success for long-term retention and growth
Requirements
- 5+ years of experience in federal government sales, preferably selling SaaS, software, or technology solutions
- Proven success closing deals with U.S. federal agencies (civilian, DoD, DHS, DOJ, or public safety-related agencies)
- Strong experience selling public safety software solutions and a strong knowledge of the public safety landscape
- Strong understanding of federal procurement and contracting processes
- Experience managing complex, multi-stakeholder sales cycles (6–18+ months)
- Excellent communication, negotiation, and presentation skills
Benefits
- Competitive pay
- Medical, dental, and vision coverage
- FSA/HSA
- 401(k)
- Flexible PTO
- Fully remote workplace
- Technology stipend
- Opportunities for advancement
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
federal government salesSaaSsoftware solutionspublic safety software solutionsfederal procurement processescontracting processesCRM managementforecastingreportingaccount management
Soft skills
communicationnegotiationpresentationrelationship buildingstrategic planningprospectingcollaborationdiscovery conversationscustomer successproblem-solving