Account Executive

Summary

Join Unstructured, a leader in ETL for LLMs, and power the AI infrastructure of tomorrow. This Federal Civilian Account Executive role focuses on growing sales within federal agencies. You will navigate complex procurement cycles, drive full-cycle sales, and collaborate with the public sector engineering team. Success requires experience selling to federal civilian agencies, a deep understanding of government procurement, and US citizenship with a Secret security clearance or eligibility. The role offers competitive salary, equity, full benefits, and remote work options, preferably in the DC metro area or near key FedCiv hubs.

Requirements

• 5+ years of experience selling to federal civilian agencies, preferably data, AI, or infrastructure software
• Proven success landing and expanding in the federal civilian space
• Deep understanding of US government procurement processes, contract vehicles, and the partner landscape
• US Citizenship required
• Secret security clearance or eligibility required
• Comfort selling into both cloud and on-premises environments

Responsibilities

• Own and grow a portfolio of key federal civilian accounts (e.g., Commerce, Health and Human Services, Homeland Security, State, Transportation, Treasury, Veterans Administration, etc.)
• Navigate complex procurement cycles (contract vehicles, partners, timelines, etc.)
• Drive full-cycle sales: prospecting, qualifying, presenting, negotiating, and closing
• Align with technical stakeholders (CIO, CDO, data science teams, etc.) on pain points and pilot goals
• Collaborate with Unstructured’s public sector engineers to shape technical strategy and deployment plans
• Build relationships with systems integrators, value-added resellers, and federal partners
• Maintain accurate pipeline hygiene and forecasting

Preferred Qualifications

• Technical fluency in data platforms, unstructured data workflows, or AI/ML is a plus (you’ll be paired with strong engineers, but should be confident in technical conversations)
• Prior experience working in fast-paced startups or high-growth environments is ideal

Benefits

• Work on cutting-edge technology used across intelligence, defense, and civilian agencies
• Join a rocket ship startup with deep federal traction and massive market tailwinds
• Collaborate with some of the best engineers, data scientists, and operators in the AI space
• Competitive salary, meaningful equity, and full benefits
• Preferred Location: Remote (US-based) — preference for DC metro area or proximity to key FedCiv hubs
• $260,000 - $320,000 a year