Senior Account Executive (National Labs & Federal Health)

About the role

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. This role requires a proven enterprise software seller. You have carried an individual quota as an Account Executive, you have consistently hit it, and you can speak precisely to your numbers.

Responsibilities

• 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.
• Sources, qualifies, and closes new-name business. Owns the full cycle from first introduction through award and initial expansion.
• Grows the accounts where we are already delivering. Turns a successful pilot or initial award into follow-on scope, adjacent adoption, and durable funding.
• Finds the fastest legitimate route onto contract and knows why they chose it. Owns the vehicle and teaming decisions for their accounts.
• Identifies and aligns to available funding, works within budget cycle timing, and helps customers build the justification to fund a new capability.
• Builds 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.
• Stewards the Red Cell Federal brand. Exercises 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.
• Translates mission problems into concrete input for engineering and product. At this stage, your read on the customer directly shapes the roadmap.
• Maintains the CRM hygiene, capture process, and forecast rigor that let leadership allocate capital against your pipeline.

Requirements

• Quota-carrying enterprise software AE experience 8+ years selling technology into the federal government, with a majority in new business, and demonstrated wins in at least one of our two core markets — the national labs or federal health.
• A real point of view on which of the two they would attack first and why. We want the reasoning, and we want it grounded in where their network actually is. For the labs half: understanding that you are frequently selling to the M&O contractor operating the lab rather than to the government directly, and experience navigating that path. Candidates who have only sold FAR-direct will misjudge this entirely. For the health half: fluency in the vehicle-gated nature of federal health procurement, and command of how VA, DHA, and HHS each buy differently from one another.
• A verifiable record of first-dollar-in wins where your company had no prior footprint. Funding literacy across civilian agencies, including how research and mission funding differs from enterprise IT funding. Comfort operating with less structure than a single-agency territory provides.
• This seat rewards someone who prioritizes ruthlessly and can tell us clearly what they chose not to chase. Ability to sell with active, opinionated executive involvement.
• U.S. citizenship. Bachelor's degree, or equivalent depth of operational experience.
• Prior experience inside a national laboratory, an M&O contractor, or a federal health organization. Experience selling AI/ML, data platform, or decision-support software into scientific or clinical environments. A track record of turning a research or pilot engagement into production scope and durable funding.
• Active TS/SCI. Not required across most of this territory, but useful at the labs and worth the premium to us.

Qualifications

• Required Qualifications

Quota-carrying enterprise software AE experience 8+ years selling technology into the federal government, with a majority in new business, and demonstrated wins in at least one of our two core markets — the national labs or federal health.

A real point of view on which of the two they would attack first and why. We want the reasoning, and we want it grounded in where their network actually is. For the labs half: understanding that you are frequently selling to the M&O contractor operating the lab rather than to the government directly, and experience navigating that path. Candidates who have only sold FAR-direct will misjudge this entirely. For the health half: fluency in the vehicle-gated nature of federal health procurement, and command of how VA, DHA, and HHS each buy differently from one another.

A verifiable record of first-dollar-in wins where your company had no prior footprint. Funding literacy across civilian agencies, including how research and mission funding differs from enterprise IT funding. Comfort operating with less structure than a single-agency territory provides.

This seat rewards someone who prioritizes ruthlessly and can tell us clearly what they chose not to chase. Ability to sell with active, opinionated executive involvement.

U.S. citizenship. Bachelor's degree, or equivalent depth of operational experience.

Prior experience inside a national laboratory, an M&O contractor, or a federal health organization. Experience selling AI/ML, data platform, or decision-support software into scientific or clinical environments. A track record of turning a research or pilot engagement into production scope and durable funding.

Active TS/SCI. Not required across most of this territory, but useful at the labs and worth the premium to us.

Skills

• Required Skills

Required Qualifications

Benefits

Red Cell Partners 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.

Pay

$175,000 / $175,000 — $350,000 OTE. $185,000 / $185,000 — $370,000 OTE with an active TS/SCI. Uncapped, plus equity.

Schedule

N/A