Account Executive - Federal

Account Executive – Federal

First Due is a leading public safety software company focused on fire and EMS services. This remote role helps grow our footprint across U.S. federal agencies by selling our cloud‑based public safety software. The Account Executive owns the full federal sales lifecycle—from prospecting and relationship development through contract award and expansion—and collaborates closely with sales engineering, proposals, customer success, and product teams to navigate complex federal procurement processes and support mission‑critical public safety operations.

• Own and manage a portfolio of federal agency accounts, driving net‑new revenue and account expansion with customers responsible for fire and EMS services
• Develop and execute strategic account plans aligned with agency missions, funding cycles, and procurement timelines
• Consistently meet or exceed assigned annual sales quota

• Build and maintain a strong qualified pipeline through prospecting, partner relationships, and inbound opportunities
• Identify, qualify, and shape opportunities early in the procurement lifecycle
• Manage opportunities through CRM with accurate forecasting and reporting

• Navigate federal acquisition processes for federal fire and EMS services, including RFPs, RFIs, RFQs, BPAs, task orders, and sole‑source justifications
• Work closely with proposal and contracts teams on responses, pricing, and compliance
• Leverage contract vehicles such as GSA Schedule, IDIQs, BPAs, and agency‑specific contracts

• Build trusted relationships with program managers, contracting officers, technical stakeholders, and end users
• Lead discovery conversations to understand agency pain points, mission needs, and success criteria
• Coordinate product demos and technical evaluations with sales engineers

• Partner with marketing, product, and customer success teams to support go‑to‑market strategies
• Provide feedback from federal customers to inform product roadmap and positioning
• Support post‑award transitions to customer success for long‑term retention and growth

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities required of this role.

• 5+ years of experience in federal government sales, preferably selling SaaS, software, or technology solutions
• Proven success closing deals with U.S. federal agencies (civilian, DoD, DHS, DOJ, or public safety–related agencies)
• Strong experience selling public safety software solutions and a strong knowledge of the public safety landscape
• Strong understanding of federal procurement and contracting processes
• Experience managing complex, multi‑stakeholder sales cycles (6–18+ months)
• Comfortable selling mission‑critical solutions to public safety, emergency management, or security‑focused organizations
• Excellent communication, negotiation, and presentation skills
• Location:
  
  May work remotely but must be located in or within an hour’s drive of Washington, DC.

We welcome a diverse workforce! If you don’t fit all the qualifications for the job listed above but feel you bring unique experience and perspective that would serve this role and First Due well, we encourage you to apply.

All applicants must be authorized to work for any U.S. employer in the United States. Locality Media is unable to sponsor or transition sponsorship ownership of employment visas at this time. Hiring is contingent upon candidates successfully passing a criminal background check. As part of the I-9 verification of authorization to work in the U.S., Locality Media Inc. participates in E-Verify.

This role is fully remote. Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to

First Due offers a…