Senior Account Executive – GovTech
Description
Location: Arlington, VA or New York, NY
Work Model: Hybrid — 4 days in office
Employment Type: Full-time
Experience: 2–5 years
Compensation: $120K–$150K Base | $240K–$300K OTE + Equity
About the Role
We are looking for 2–3 Account Executives to join a rapidly growing AI technology company transforming how businesses navigate and win government contracts. The company has raised $42M and its customers won more than $5B in government contracts in 2025. Its AI-powered platform supports businesses throughout the government contracting lifecycle and is used by major government contractors as well as growing mid-market companies. You'll join a high-performing sales organization and work closely with the leadership team as the company continues to scale.
What You'll Do
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Own the full sales cycle from discovery through negotiation and close.
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Conduct compelling software demos and communicate the value of a complex AI platform.
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Build relationships with C-level executives, Heads of Growth, and other senior decision-makers.
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Sell a platform product with $50K+ ACVs.
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Develop expertise in government procurement, contracting workflows, and the platform.
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Partner with the engagement team to ensure a smooth customer onboarding experience.
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Build and manage a strong pipeline while consistently working toward ambitious revenue targets.
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Share customer feedback and market insights with Product and Engineering teams.
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Work alongside an experienced team of Account Executives in a fast-growing sales organization.
What We're Looking For
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2–5 years of experience in a full-cycle B2B SaaS/software sales role.
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Proven experience closing deals — this is not an SDR/BDR-only role.
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Experience selling a complex software or platform product.
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Experience selling deals with $50K+ ACVs.
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Strong experience delivering software demos.
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Experience selling to senior stakeholders, including CEOs, CTOs, CFOs, Heads of Growth, and other executives.
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Strong discovery, communication, negotiation, and relationship-building skills.
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Curious and capable of quickly learning new industries, terminology, and workflows.
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A consistent track record of performance and meaningful tenure.
Nice to Have
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Experience selling into government, federal, defense, or procurement organizations.
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Familiarity with government contracting or procurement workflows.
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Military or defense industry experience.
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Experience at a government or defense technology company.
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Exposure to federal sales or government contracting processes.
Who This Role Isn't For
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Candidates with only SDR/BDR experience and no closing responsibility.
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Candidates whose sales experience is exclusively focused on low-ACV deals, particularly <$10K.
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Candidates with multiple short tenures of less than two years.