Federal Account Executive (AE)

About this role

Drive new business and account expansion across U.S. federal agencies, including DoD, the Intelligence Community, and civilian agencies. Own the full sales cycle, from prospecting and mission-focused discovery through technical evaluation, acquisition strategy, and contract award.

About the company

Istari Digital specializes in developing advanced digital solutions for aerospace and commercial sectors, focusing on deploying cutting-edge technologies. Their team comprises engineers and executives dedicated to enhancing operational efficiency and strategic partnerships.

What you'll do

• Build account and capture strategies and generate qualified federal pipeline
• Manage the full sales cycle, including discovery, technical validation, proposals, pricing, and negotiations
• Develop acquisition and deal strategies for pathways such as SBIR, OTA, IDIQ, and BPA
• Partner with Solution Architects, Government Relations, Demand Generation, and internal teams to advance opportunities
• Build customer relationships and expand deployments from pilots toward program-of-record and enterprise adoption

What we're looking for

• 5–10+ years of quota-carrying enterprise or federal sales experience
• Experience selling to DoD, IC, or federal civilian agencies
• Experience navigating federal acquisition processes, including SBIR, OTA, IDIQ, or BPA
• Track record of closing complex, multi-stakeholder federal deals
• Strong consultative discovery, qualification, communication, and presentation skills
• Ability to prospect and build a territory in an early-stage environment

Nice to have

• Experience with major DoD branches or IC agencies
• Experience transitioning pilots to programs of record
• Familiarity with IL2–IL6 environments, FedRAMP, or ATO processes
• Familiarity with PLM, CAD/CAE, MBSE, or engineering data integration platforms