Account Executive (Defense Agencies & Fourth Estate)

Red Cell Partners is an incubation firm building and investing in rapidly scalable technology-led companies that are bringing revolutionary advancements to market in healthcare, cyber, and national security. Red Cell Federal builds a new category of national security company—one that creates AI-powered, mission-ready capabilities for the U.S. government by aligning technological innovation with real-world mission demand. RC Federal is designed to scale into an enduring platform, translating complex government needs into repeatable, high-impact solutions.

Responsibilities

• Own the full sales lifecycle from opportunity identification through contract award, with responsibility for pipeline creation, qualification, capture support, proposal coordination, negotiation, and close.
• Develop and execute strategic account plans across assigned Department of Defense and Combatant Command.
• Build trusted relationships with mission owners, program managers, acquisition professionals, contracting officers, and senior government stakeholders to understand operational challenges and align Red Cell Federal capabilities to mission needs.
• Create and shape opportunities before formal requirements exist by engaging customers early, identifying mission gaps, influencing acquisition strategies, and helping define solution approaches.
• Identify and pursue new business opportunities that result in measurable revenue growth, including expansion into new organizations, programs, and mission areas.
• Lead customer engagement efforts across all stages of the federal acquisition process, including OTAs, Commercial Solutions Openings (CSOs), SBIR/STTR opportunities, IDIQs, GWACs, consortiums, and traditional FAR-based procurements.
• Collaborate closely with product, engineering, growth, capture, proposal, and leadership teams to develop compelling solutions that address customer requirements and mission objectives.
• Maintain a deep understanding of federal budgets, program funding, acquisition timelines, and procurement pathways to accelerate customer adoption and contract awards.
• Drive executive-level engagements, product demonstrations, capability briefings, and strategic workshops with government stakeholders.
• Develop and manage a qualified pipeline that consistently exceeds quota and supports long-term growth objectives.
• Capture customer feedback, operational needs, and market intelligence to inform product strategy, solution development, and future growth opportunities.
• Track competitive activity, emerging requirements, contract vehicle developments, and acquisition trends across assigned accounts.
• Provide accurate forecasting, opportunity management, and pipeline reporting within CRM and business operating processes.
• Represent Red Cell Federal at industry events, government forums, conferences, and customer engagements to expand brand awareness and generate new opportunities.
• Partner with portfolio companies and internal stakeholders to identify opportunities where multiple capabilities can be combined to solve complex government challenges.

What Success Looks Like

• You stay close to the customer and are prepared to travel on short notice when the mission requires it.
• Consistently achieve or exceed revenue and bookings targets.
• Establish Red Cell Federal as a trusted partner across priority government accounts.
• Create a predictable pipeline of qualified opportunities and follow-on growth.
• Accelerate the transition of innovative technologies into funded government programs.
• Expand Red Cell Federal’s footprint across priority defense and federal organizations.
• Build durable customer relationships that generate repeatable, scalable growth.

Requirements

• 8+ years of experience selling technology into the U.S. Department of Defense, with a clear emphasis on net-new business rather than account management or program support.
• Demonstrated success selling enterprise SaaS solutions.
• Deep experience selling into both the military services and Combatant Commands, including a practical understanding of how a service acquisition organization differs from a COCOM J-code customer.
• Verifiable first-dollar-in wins, including personally sourcing and closing seven-figure or larger opportunities where your company previously had no footprint.
• Fluency across federal acquisition pathways, including OTAs, consortium awards, Commercial Solutions Openings, SBIR Phase III, GWACs, IDIQs, and teaming strategies, with sound judgment about which pathway can move fastest.
• Working knowledge of color of money and POM timing, with the ability to help customers identify viable funding paths.
• Ability to obtain a Secret security clearance.
• Willingness to travel up to 50%.

Preferred Qualifications

• Prior active-duty military service or federal civilian experience.
• Experience selling software rather than services, particularly AI-enabled enterprise software.
• Active Secret or TS/SCI clearance.

Pay

$175,000 base salary. This role also includes an uncapped commission plan. This represents the typical salary range for this position based on experience, skills, and other factors.

Benefits

• Career track opportunity with potential for rapid advancement with strong performance as the firm grows.
• 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family.
• Paid maternity and paternity for 14 weeks at employees' normal pay.
• Unlimited PTO, with management approval.
• Opportunities for professional development and continued learning.
• Optional 401K, FSA, and equity incentives available.
• Mental health benefits are available through Tara Mind.
• Cost-effective GLP-1 solutions available through Crux.