Account Executive Federal Civilian Sales

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Fully Remote (Washington DC Metro area preferred)

Expected Base Salary ~ 150k, Expected OTE 275k+

We are seeking an experienced and driven Federal Civilian Sales / Account Executive to lead business growth within U.S. federal civilian agencies. This individual will be responsible for developing strategic relationships, identifying opportunities, and delivering mission-critical solutions to agencies across the federal government.

The ideal candidate has a proven track record selling enterprise-grade SaaS and software solutions such as Hexagon OnCall or comparable platforms for operations management, analytics, and incident coordination within large, complex government environments. This role requires both strategic vision and hands‑on execution, with the ability to navigate multi‑layered procurement processes and technical stakeholder groups across civilian agencies.

• Drive new business growth by identifying, pursuing, and closing opportunities across federal civilian agencies (e.g., Department of State, USDA, GSA, DHS components).
• Own the full sales cycle—from opportunity discovery through proposal, negotiation, and close—for enterprise SaaS and on‑prem solutions.
• Develop a deep understanding of agency missions, aligning solution capabilities (e.g., analytics, resource management, dispatch, and command platforms) with operational and compliance needs.
• Leverage consultative, value‑based selling approaches to position complex technology solutions within high‑stakes government environments.
• Collaborate cross‑functionally with pre‑sales engineers, solution architects, and product management teams to craft tailored demonstrations, proofs‑of‑concept, and solution proposals.
• Maintain relationships with senior decision‑makers and influencers across federal agencies, system integrators, and procurement offices.
• Manage long sales cycles and complex buying processes, including responding to RFPs/RFIs and working with contracting vehicles such as GSA, IDIQs, and BPAs.
• Represent the company at key industry events, federal technology forums, and government conferences to expand visibility and thought leadership.
• Maintain accurate forecasting, pipeline management, and account planning within CRM systems.
• Align solutions with federal continuity, emergency management, and operational frameworks, supporting agency objectives for resilience, risk mitigation, and mission assurance.
• Translate agency capability gaps into solution roadmaps and business cases, positioning offerings to meet performance targets and grant‑eligible investments.
• Demonstrate interoperability with federal operations centers and shared services environments, enabling a common operating picture and interagency coordination.
• Show how proposed capabilities integrate with agency operational plans, continuity strategies, and modernization initiatives.

• 5–10 years of enterprise sales experience in software, SaaS, or technology solutions to U.S. Government agencies, with a focus on federal civilian markets.
• Demonstrated success selling complex enterprise systems such as analytics platforms, resource management, dispatch, or mission‑critical operational applications.
• Experience with Hexagon OnCall or comparable platforms (e.g., Service Now, Salesforce Government Cloud, Tyler Technologies, etc.) strongly preferred.
• Deep understanding of SaaS delivery models, cloud architectures, cybersecurity compliance, and their relevance to federal civilian operations.
• Familiarity with federal acquisition and contracting frameworks, including FAR, and FedRAMP compliance requirements.
• Proven ability to navigate large, matrixed organizations, managing multiple stakeholders across operational, IT, and procurement divisions.
• Exceptional presentation, communication, and negotiation skills, with the ability to articulate technical solutions in mission and outcome terms.
• Preferred existing Public Trust or Secret Clearance, or the ability to be cleared.

• Existing network within federal civilian agencies and major systems integrators (e.g., Accenture Federal Services, Booz Allen Hamilton, Deloitte, etc.).
• Experience coordinating with systems integrators and channel partners on joint go‑to‑market efforts.
• Understanding of secure cloud deployments and federal compliance processes.

Mid‑Senior level

Full‑time

Sales and Business Development

IT Services and IT Consulting

Referrals increase your chances of interviewing at Marathon TS by 2x

• Medical insurance
• Vision insurance
• 401(k)
• Tuition assistance
• Disability insurance

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