Federal Account Executive, Intelligence Community

A leading digital forensics and cybersecurity software company is seeking an Account Executive to drive revenue growth in the federal intelligence community. This is a unique opportunity to sell mission-critical technology into some of the most important agencies in the US government, where your work directly supports national security operations.

The role involves building and managing relationships with key decision-makers across the intelligence community, including counterintelligence, network operations, and cyber defense functions. You'll be responsible for identifying new revenue opportunities within existing customer accounts, opening net-new agency relationships, and managing a $5 million+ territory. The company's products span digital forensics, mobile device extraction, drone forensics, and automotive forensics—all used in high-stakes operational contexts where there are no alternatives.

This is a relationship-driven, hunter-focused role. Federal sales cycles vary: existing customers may purchase within weeks, while new accounts typically take 12–18 months to close. Your success depends on deep connections within the DC-area intelligence community and the ability to navigate complex stakeholder landscapes across multiple federal agencies.

Key Responsibilities:

• Build and maintain relationships with mission owners, operational teams, and technical leads across the intelligence community (CIA, DIA, NSA, and related military intelligence branches)
• Identify and qualify new revenue opportunities within existing customer accounts, including upsell of training, additional licenses, and new use cases
• Develop net-new pipeline by leveraging personal network and relationships to break into agencies where the company has no current footprint
• Manage sales cycles that may range from a few weeks for existing customer expansions to 12–18 months for new federal accounts
• Work through both direct agency channels and third-party resellers/integrators to close deals
• Represent the company at industry events including GeoINT, INSA, and DOTA conferences
• Provide regular pipeline updates and manage forecasting against a quota of approximately $3–4 million annually

Key Requirements:

• Established relationships and credibility within the federal intelligence community (DC/Maryland/Virginia area)
• Minimum 2–3 years of direct selling experience into federal agencies, military, or intelligence organizations
• Deep knowledge of intelligence community organizational structures, including cyber directorates (IT6), intelligence functions (J36/J63), and agency procurement processes
• Understanding of federal buying cycles, contract vehicles (GSA, FedRAMP, etc.), and stakeholder roles (Program Managers, CISOs, ISSMs, mission owners)
• Demonstrated ability to open doors and secure introductions to key stakeholders within agencies
• Track record of managing complex, multi-stakeholder sales cycles
• Willingness and ability to travel frequently (weekly or more) to customer sites, DC-area offices, and industry events
• Self-directed, independent sales approach with ability to manage your territory autonomously
• Personality-driven sales style with genuine ability to build relationships and influence at all levels
• Comfort navigating ambiguity and building pipeline in new, untapped markets
• Preference for candidates with strong presence on the Maryland side (NSA, Cyber Command, Fort Meade) or Virginia side (NRO, NGA, CIA, DIA), rather than expecting cross-community strength