Senior Account Executive (All–Source & Defense Intelligence)

About the role

Red Cell Federal is seeking a driven Account Executive with a proven track record of selling enterprise software and services to the public sector. Reporting directly to the CRO, you will own new business development across the military services and Combatant Commands, from the earliest customer engagement through signed contract and award.

Responsibilities

• Own new business development across the military services and Combatant Commands, from the earliest customer engagement through signed contract and award.
• Develop the account plan for your segment with the CSO team, executive leadership, and your peers on the federal team.
• Bring the field intelligence and a clear recommendation, expect real debate, own the execution once direction is set.
• Personally source, qualify, and close new-name business. Own the full cycle from first introduction through award and initial expansion.
• Grow the accounts where we are already delivering. Turn a successful pilot or initial award into follow-on scope, adjacent adoption, and durable funding.
• Find the fastest legitimate route onto contract and know why you chose it. Own the vehicle and teaming decisions for your accounts.
• Identify and align to available funding, work within budget cycle timing, and help customers build the justification to fund a new capability.
• Build durable trust at the working level, with contracting officers, and at the senior decision layer. Be the person the customer calls before there is a requirement.
• Exercise judgment about what Red Cell Federal puts its name on. Credibility in this community compounds slowly and erodes quickly. Surface concerns early and do not chase revenue that costs us standing.
• Sell with active, opinionated executive involvement. Takes strategic direction without losing edge, disagrees productively, and holds a room with very senior advisors without either deferring or overrunning them.

Requirements

• Quota-carrying enterprise software AE experience
• Active TS/SCI with a current polygraph at time of offer
• 8+ years selling technology into the intelligence community, with a majority of that time in new business rather than account management or program support
• Demonstrated capture experience inside the all-source and defense intelligence community specifically
• You understand that pipeline here is access-driven rather than market-driven, that much of it never appears publicly, and you have built a book under exactly those conditions
• A verifiable record of first-dollar-in wins
• Fluency in the acquisition mechanisms available in this community, and the judgment to know which route fields a capability fastest rather than which is most familiar
• Comfort in a sales cycle where much of the work — and sometimes the customer — cannot be discussed outside a controlled space, with the forecasting and CRM discipline that requires
• U.S. citizenship
• Bachelor's degree, or equivalent depth of operational or military experience
• Prior service as an intelligence officer, analyst, technical collector, or inside an IC acquisition organization (preferred)
• Experience selling AI/ML, data platform, or decision-support software into analytic workflows (preferred)
• A track record of expanding a single initial award into cross-community or enterprise adoption (preferred)
• Existing relationships spanning both the all-source mission and the enabling organizations (preferred)

Qualifications

• 8+ years selling technology into the intelligence community, with a majority of that time in new business rather than account management or program support
• Demonstrated capture experience inside the all-source and defense intelligence community specifically
• You understand that pipeline here is access-driven rather than market-driven, that much of it never appears publicly, and you have built a book under exactly those conditions
• A verifiable record of first-dollar-in wins
• Fluency in the acquisition mechanisms available in this community, and the judgment to know which route fields a capability fastest rather than which is most familiar
• Comfort in a sales cycle where much of the work — and sometimes the customer — cannot be discussed outside a controlled space, with the forecasting and CRM discipline that requires
• U.S. citizenship
• Bachelor's degree, or equivalent depth of operational or military experience
• Prior service as an intelligence officer, analyst, technical collector, or inside an IC acquisition organization (preferred)
• Time on the buying side is worth more here than a conventional sales résumé — provided the software quota requirement is also met
• Experience selling AI/ML, data platform, or decision-support software into analytic workflows (preferred)
• A track record of expanding a single initial award into cross-community or enterprise adoption (preferred)
• Existing relationships spanning both the all-source mission and the enabling organizations (preferred)

Skills

• Enterprise software sales experience
• New business capture and growth strategies
• Acquisition mechanisms and budget cycles
• Strategic direction and negotiation skills
• Customer relationship management
• Product feedback loop and roadmap alignment
• Operational discipline and CRM hygiene
• Cross-community positioning and enabling organizations

Benefits

• 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

Pay

$185,000 base salary / $185,000 variable - $370,000 OTE, uncapped, plus equity. This role also includes an uncapped commission plan.

Schedule

N/A