Account Executive, VA

About the role

We are seeking a high-caliber Account Executive to spearhead our expansion within the Department of Veterans Affairs (VA) and the US Government sector. In this strategic role, you will own the end-to-end relationship with VA institutes and networks, bridging the gap between mission-critical federal needs and our innovative solutions. You'll be expected to master complex procurement cycles, align with key program officers, and orchestrate internal teams to deliver high-impact results. If you possess a deep fluency in federal acquisition and a drive to outpace growth targets, we want to talk.

Responsibilities

• Architect and execute a multi-year sales strategy to penetrate and scale presence within key federal agencies, with a specific focus on the VA.
• Lead the end-to-end sales cycle-from initial prospecting and technical qualification to sophisticated proposal development, pricing strategy, and closing.
• Cultivate and maintain high-level partnerships with federal program officers, contracting officers, and influential stakeholders to ensure long-term mission alignment.
• Collaborate with legal, finance, and technical teams to navigate complex regulatory requirements and ensure all solutions meet rigorous federal compliance standards.
• Monitor federal procurement trends (FAR/DFARS) and contract vehicle shifts (GSA, GWAC, IDIQ) while representing the firm at key government-focused conferences and industry days.

Minimum Qualifications

• 8+ years of Business-to-Government (B2G) sales experience with a documented history of meeting or exceeding quotas within the federal landscape.
• Deep expertise in the federal acquisition lifecycle, including direct experience leveraging various contract vehicles and navigating complex agency bidding processes.
• Demonstrated success selling complex technical solutions (SaaS, PaaS, or IT services) into highly regulated government environments.
• Superior negotiation and interpersonal skills, with the ability to translate technical capabilities into "mission-first" value propositions for federal buyers.
• Bachelor's degree in Business, Public Administration, or a related field; or equivalent practical experience in federal business development.

Preferred Qualifications

• Existing, high-trust relationships within the VA and major Government Wide Acquisition Contract (GWAC) holders and System Integrators.
• Working knowledge of FedRAMP, NIST standards, and data privacy frameworks essential for federal health and defense deployments.
• Specific experience navigating the unique decentralized structure of the Veterans Integrated Service Networks (VISNs) or similar bodies.
• Advanced proficiency in Salesforce or similar CRM tools to manage complex, multi-year pipeline tracking and forecasting.
• Experience developing "Capture Plans" for large-scale IDIQ or task order opportunities.

Additional information

Qualified applicants must not require employer sponsored work authorization now or in the future for employment in the United States.

Pay and benefits

The US base salary range for this full-time positi on is $147,000 - $220,500 + bonus + equit y + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.

If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form.