Strategic Account Executive, Federal Systems Integrators

You will own a named portfolio of Federal Systems Integrator accounts and drive acquisition, expansion, and strategic growth. You will lead complex sales cycles, guide prospects through evaluations and security reviews, build executive relationships, quantify ROI, navigate procurement, and support production deployments.

Responsibilities

• Own a named book of FSI accounts and drive acquisition, expansion, and strategic growth
• Lead complex sales cycles across engineering, product, security, procurement, legal, and mission-critical stakeholders
• Guide prospects through trials, technical evaluations, security reviews, and large-scale rollouts
• Build executive relationships and cultivate champions across FSI partners, agencies, and technical teams
• Quantify value through ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
• Provide customer feedback on product, compliance, deployment, and procurement needs
• Partner with Field Engineering and AI Deployment from proof of concept through production expansion
• Navigate federal procurement processes, contract vehicles, partners, and compliance requirements

Requirements

• 7+ years of closing experience in FSI or federal technology sales
• Experience selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
• Experience navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders
• Current security clearance or eligibility and willingness to obtain one
• Knowledge of or willingness to learn federal buying motions, procurement processes, security expectations, and partner ecosystems
• Pipeline generation, outbound prospecting, account mapping, partner leverage, creative sourcing, and follow-up
• Analytical customer-needs assessment and tactical opportunity advancement
• Communication and relationship-building skills
• Interest in AI-powered developer tools