About the Role
We're hiring a Federal Account Executive to build and scale the federal sales motion for a rapidly growing AI governance and cybersecurity company operating at the forefront of secure AI adoption within the Department of Defense and Intelligence Community.
This is a highly strategic, high-autonomy role focused on developing pipeline, leading capture efforts, building federal relationships, and closing complex enterprise government deals across defense and national security organizations.
You'll work directly with federal leadership and executive stakeholders while helping shape the company's long-term federal growth strategy from the ground up.
This role is ideal for experienced federal sellers who understand the realities of DoD procurement, know how to navigate defense innovation ecosystems, and have successfully closed large federal software or cybersecurity deals without heavy SDR or marketing support.
About the Company
The company is an AI governance and cybersecurity platform helping organizations deploy and manage advanced LLM and AI systems securely.
Backed by 40 of the top 100 banks and led by Forbes 30 Under 30 founders, the platform is trusted by major enterprise organizations including PayPal, Experian, and BlackRock.
On the federal side, the company has already established meaningful traction, including:
- A seven-figure Direct-to-Phase 2 contract with the U.S. Army
- Direct engagement with Army AI Operations teams
- Growing momentum across defense and national security organizations
The company is focused on enabling secure AI adoption inside highly regulated and mission-critical environments.
What You'll Do
Federal Sales & Capture Leadership
- Build and own federal pipeline generation efforts from the ground up
- Lead capture campaigns across Department of Defense and Intelligence Community opportunities
- Drive positioning, teaming strategy, proposal coordination, and contract execution
- Navigate complex multi-stakeholder federal sales cycles from initial engagement through close
- Develop relationships with acquisition leaders, program managers, innovation offices, system integrators, and procurement stakeholders
Strategic Federal Engagement
- Engage directly with organizations including DIU, AFWERX, PEOs, acquisition commands, and federal innovation programs
- Shape early-stage opportunities by understanding mission gaps, acquisition timelines, and operational priorities
- Position AI governance and cybersecurity solutions in terms of mission outcomes and operational risk reduction
- Attend and network heavily at federal cybersecurity, AI, and defense innovation events
Market Intelligence & Strategy
- Bring field intelligence and customer feedback directly to leadership
- Help shape federal go-to-market strategy, positioning, and partnership development
- Provide insight into emerging procurement trends, acquisition pathways, and competitive dynamics
Required Qualifications
Experience
- 5–10 years of experience selling cybersecurity, AI, or infrastructure software into the Department of Defense or Intelligence Community
- Direct experience selling into the U.S. Army, Air Force, or Intelligence Community
- Strong understanding of:
- FAR / DFARS
- OTA acquisition pathways
- SBIR / STTR programs
- DoD budgeting cycles
- Federal procurement processes
- Proven track record building federal pipeline independently and closing seven-figure deals
- Experience operating without SDR support in highly relationship-driven environments
- Ability to communicate complex AI, cybersecurity, cloud, or infrastructure solutions in mission-oriented terms
- Existing relationships across the defense innovation ecosystem, acquisition organizations, system integrators, or prime contractors
Skills & Competencies
- Strong executive communication and presentation skills
- Experience briefing senior government and military stakeholders
- Strong relationship-building and consensus-building abilities
- High ownership mentality with strong autonomy
- Comfortable navigating ambiguous and fast-moving startup environments
Location & Clearance Requirements
- Based in the Washington, D.C. or Northern Virginia area
- U.S. Citizenship required
- Must be able to pass a background check
- Willingness to travel approximately 25–30%
Preferred Qualifications
- Existing network within the Department of Defense, Army, Air Force, or Intelligence Community
- Experience working at both large organizations and startups
- Knowledge of:
- AI/ML infrastructure
- LLM systems
- Data security frameworks
- Active clearance or eligibility for Secret / TS/SCI clearance
- Experience leading or responding to RFI/RFP efforts for AI or cybersecurity platforms
Compensation & Benefits
Compensation
- Base Salary: $100,000 – $150,000 USD
- Total OTE: $200,000 – $300,000 USD depending on experience
Benefits & Perks
- Mission-driven work supporting secure AI adoption within the U.S. government
- Remote work environment
- Significant networking and travel opportunities
- High-growth startup environment with meaningful ownership
Why This Role Stands Out
Foundational Federal Ownership
You'll help build and define the company's federal sales strategy during a major growth stage rather than inheriting an overly structured territory.
Meaningful Mission Impact
The platform directly supports secure AI deployment inside national security and defense environments.
Real Federal Traction
The company already has validated Army engagement and meaningful government momentum — this is not a speculative federal expansion effort.
High-Growth Market
AI governance, cybersecurity, and secure LLM deployment are rapidly emerging priorities across defense and intelligence organizations.
Executive Visibility
You'll work directly with leadership and have significant influence over partnerships, positioning, and long-term federal strategy.