Senior Account Executive – GovTech

Location: Arlington, VA or New York, NY • Work Model: Hybrid — 4 days in office • Employment Type: Full-time

About the role

We are looking for 2–3 Account Executives to join a rapidly growing AI technology company transforming how businesses navigate and win government contracts. The company has raised $42M and its customers won more than $5B in government contracts in 2025. Its AI-powered platform supports businesses throughout the government contracting lifecycle and is used by major government contractors as well as growing mid-market companies. You'll join a high-performing sales organization and work closely with the leadership team as the company continues to scale.

Responsibilities

• Own the full sales cycle from discovery through negotiation and close.
• Conduct compelling software demos and communicate the value of a complex AI platform.
• Build relationships with C-level executives, Heads of Growth, and other senior decision‑makers.
• Sell a platform product with $50K+ ACVs.
• Develop expertise in government procurement, contracting workflows, and the platform.
• Partner with the engagement team to ensure a smooth customer onboarding experience.
• Build and manage a strong pipeline while consistently working toward ambitious revenue targets.
• Share customer feedback and market insights with Product and Engineering teams.
• Work alongside an experienced team of Account Executives in a fast‑growing sales organization.

Requirements

• 2–5 years of experience in a full‑cycle B2B SaaS/software sales role.
• Proven experience closing deals — this is not an SDR/BDR‑only role.
• Experience selling a complex software or platform product.
• Experience selling deals with $50K+ ACVs.
• Strong experience delivering software demos.
• Experience selling to senior stakeholders, including CEOs, CTOs, CFOs, Heads of Growth, and other executives.
• Strong discovery, communication, negotiation, and relationship‑building skills.
• Curious and capable of quickly learning new industries, terminology, and workflows.
• A consistent track record of performance and meaningful tenure.

Nice to have

• Experience selling into government, federal, defense, or procurement organizations.
• Familiarity with government contracting or procurement workflows.
• Military or defense industry experience.
• Experience at a government or defense technology company.
• Exposure to federal sales or government contracting processes.

Who this role isn't for

• Candidates with only SDR/BDR experience and no closing responsibility.
• Candidates whose sales experience is exclusively focused on low‑ACV deals.
• Candidates with multiple short tenures of less than two years.

Pay

$120K–$150K Base | $240K–$300K OTE + Equity