Federal Account Executive, Direct Sales

About the role

From developing brand new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, the goal is to develop relationships with the end-users of the organization and generate meaningful sales. As an Account Executive, you will lead large-account portfolios, expand strategic relationships, and close complex, multi-solution deals. You will shape opportunity strategy, quantify value, and partner with solution specialists to win. Success will be driven by disciplined pipeline management and accurate forecasting.

Responsibilities

• Own territory plans and account strategies focused on expansion and retention.
• Run discovery, value articulation, and competitive differentiation for complex opportunities.
• Partner across Pre-Sales and Services to design solutions and proposals.
• Maintain forecast accuracy and CRM hygiene; drive stage progression.

Requirements

• 12+ years of field sales experience for Outside Sales.
• Strong record of meeting/exceeding quota in complex sales cycles.
• Advanced negotiation and pricing skills with deal desk collaboration.
• Proficiency in Salesforce and pipeline analytics.
• Excellent presentation and executive communication skills.

Qualifications

• Bachelor's degree in Business, Marketing, or related field (desirable).
• Certifications in consultative selling methodologies (desirable).