Federal Account Executive

Summary

Join Istari Digital, a digital engineering software company, as a Federal Account Executive to drive revenue growth within federal agencies. You will build and maintain strong customer relationships, showcase the value of SaaS infrastructure solutions, and close complex sales deals. This key contributor role requires deep understanding of the federal acquisition cycle and a strong willingness to learn the digital engineering market. The ideal candidate is entrepreneurial, adaptable, and excels in cross-functional collaboration. Success demands navigating intricate government engagements in a high-growth startup environment. Istari offers competitive compensation, performance-based bonuses, equity options, and comprehensive benefits.

Requirements

• Education: Bachelor’s degree in Business, Marketing, Engineering, or related field
• Experience: 3-4+ years in enterprise sales/sales engineering and/or 8+ years of prior government/military experience with an emphasis on the federal acquisition cycle. Experience in aerospace, defense, or public sector industries is highly desirable. Proven ability to work on a team in a fast-growing startup environment. Demonstrated interest in leveraging technology to improve operations. Demonstrated proficiency in verbal and written communication regarding highly technical topics
• Technical Expertise or Willingness to Learn: Ability to quickly grasp SaaS infrastructure concepts or a demonstrated interest in acquiring that knowledge
• Enterprise Sales Expertise: Strong experience with B2E (Business-to-Enterprise) engagements, managing complex, multi-stakeholder sales cycles
• Government Procurement Knowledge: Familiarity with public sector procurement processes, including RFPs, bids, and contract negotiations
• Leadership & Team-Building Skills: Proven ability to develop and lead high-performing teams, creating scalable sales processes
• Technology Proficiency: Hands-on experience with CRM tools (e.g., Salesforce) and familiarity with SaaS infrastructure or willingness to learn
• Exceptional Communication & Negotiation Skills: Ability to engage and influence senior-level decision-makers
• Travel Requirements: Willingness to travel (25-50%) to meet clients, attend conferences, and engage with internal teams

Responsibilities

• Prospecting and Lead Generation: Identify and cultivate new business opportunities through research, networking, and targeted outreach
• Customer and Relationship Management: Build and maintain strong, long-term relationships with clients to foster trust and ensure customer satisfaction
• Solution Selling: Understand customer needs and effectively communicate the value and benefits of SaaS infrastructure solutions
• Sales Pipeline Management: Develop and manage a robust sales pipeline, tracking progress and forecasting future sales opportunities
• Contract Negotiation: Negotiate and close complex sales contracts and agreements to meet or exceed revenue targets
• Collaborative Selling: Partner with product, engineering, and customer success teams to align SaaS solutions with evolving customer and industry needs
• Market Adaptation & Competitive Analysis: Monitor SaaS infrastructure and defense technology trends to adjust strategies and maintain a competitive edge
• Sales Reporting: Prepare regular reports on sales activities, pipeline status, and forecasts for senior management review
• Customer Feedback: Gather and relay customer feedback to influence product development and improve service offerings
• Training and Development: Continuously develop product knowledge and sales skills to stay competitive in the evolving SaaS landscape
• Industry Expertise: Leverage existing knowledge or quickly develop expertise in the aerospace and defense sectors, tailoring SaaS infrastructure solutions to meet mission-critical needs

Benefits

• Medical/Dental/Vision
• Employee Premiums are 100% Company Paid
• Life Insurance
• Flexible Work Hours
• Unlimited Paid Time Off (PTO) with federal government holidays
• Competitive Compensation
• 401k
• Company Stock Options
• Home Office Setup Budget
• Reimbursement for approved trainings and subscriptions
• Conferences (travel, lodging, and fees)