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Federal Account Executive

3 months, 2 weeks ago
Anywhere
Full-time
Senior
Account Executive
Sales and Business Development
Apply Now
Istari

Istari

Istari Digital is at the forefront of revolutionizing industries with digital twins, simplifying and securing models and simulations for enhanced products and systems. Their innovative approach empowers various sectors from aerospace to agriculture, pa...

Aerospace & Defense
11-50
Founded 2022
$13M raised
View All Jobs 18

Description

  • Build and execute account and capture strategies across the Department of Defense, Intelligence Community, and federal civilian agencies.
  • Identify and engage stakeholders in program offices, engineering leadership, and contracting teams.
  • Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs.
  • Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway.
  • Own the full federal sales cycle from initial engagement through contract award.
  • Conduct discovery to understand mission objectives, engineering challenges, and program constraints.
  • Partner with Solution Architects to design compliant architectures and execute proofs of value.
  • Develop deal strategies aligned to federal acquisition pathways such as SBIR, OTA, IDIQ, and BPA.
  • Lead pricing strategy, proposal development, and negotiations.
  • Collaborate with Government Relations, Contracts, Legal, Finance, Product, and Engineering on proposals, compliance, and federal GTM strategy.

Requirements

  • 5–10+ years of quota-carrying enterprise or federal sales experience.
  • Experience selling into DoD, IC, or federal civilian agencies.
  • Experience navigating federal acquisition processes such as SBIR, OTA, IDIQ, and BPA.
  • Track record of closing complex, multi-stakeholder federal deals.
  • Strong discovery, qualification, and consultative selling capabilities.
  • Ability to translate technical workflows into compelling business value for engineering-centric organizations.
  • Strong written and verbal communication skills, with exceptional presenting and storytelling ability.
  • High ownership, persistence, and comfort operating in a dynamic, early-stage environment.
  • Strong outbound prospecting skills and the ability to build a territory from the ground up.
  • Preferred experience with major DoD branches or IC agencies, transitioning programs from pilot to program of record, IL2–IL6 environments, FedRAMP, ATO processes, and engineering software ecosystems including PLM, CAD/CAE, MBSE, and engineering data integration platforms.

Benefits

  • Remote full-time role.
  • Salary range of $98,000 to $181,000 per year.
  • Opportunity to shape digital engineering across the DoD and national security ecosystem.
  • Direct exposure to mission stakeholders and engineering leadership on high-impact deployments.
  • Influence on the product roadmap through mission needs and demo feedback.
  • High-trust, mission-driven team environment.

Interested in this position?

Apply directly on the company website

Apply Now

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