Federal Account Executive Job at Ramp (Washington, D.C.)

Account Executive, Federal

Figma is growing our team of passionate creatives and builders on a mission to m...

Location

United States , San Francisco; New York

Salary:

165000.00 - 190000.00 USD / Year

Figma

Expiration Date

Until further notice

Requirements

Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives
Consistent performance meeting pipeline generation targets for net new business
Demonstrated experience successfully managing complex sales cycles (6 months+)
A sales methodology and process that creates value for customers

Job Responsibility

Create and manage a pipeline of Enterprise accounts, focused on Federal Civilian/DoD agencies, to consistently meet or exceed quarterly and annual sales targets
Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
Manage a book of business by tiering accounts and initiating techniques to save contractions
Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities

What we offer

equity
health, dental & vision
retirement with company contribution
parental leave & reproductive or family planning support
mental health & wellness benefits
generous PTO
company recharge days
a learning & development stipend
a work from home stipend
cell phone reimbursement

Fulltime

Account Executive - Federal Government Canada

We are seeking an Account Executive to join our Federal Sales team in Ottawa. Th...

Location

Canada , Ottawa

Salary:

Not provided

Appian Corporation

Expiration Date

Until further notice

Requirements

5-10+ years of direct selling experience
Minimum of 2 years experience as an Enterprise Account Executive selling complex technologies to the Federal Community
History of consistent quota achievement
Prior experience in winning new customer logos
Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

Job Responsibility

Navigating all steps of sales cycles
Leading a geographic territory
Building prospective top of funnel activity
Effectively managing a complex sales cycle to a successful close
Leveraging internal resources within the larger sales organization
Working cross functionally with the customer success team and externally across customer and partner ecosystems
Using company-wide success and use cases as a blueprint and adding own ideas and vertical knowledge
Delivering in-person and virtual presentations to LOB & IT audiences
Performing client discovery, communicating ROI and building business value
Acting as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals

What we offer

Training and Development during onboarding
Department-specific training
Continuous learning
Dedicated mentorship
First-Friend program for new hires
Growth and development opportunities
Leadership program for new and aspiring managers
Comprehensive library of specialized department training through Appian University
Skills based training
Tuition reimbursement

Fulltime

Federal Account Executive

We’re entering a high-growth phase in the federal market — closing major enterpr...

Location

United States

Salary:

250000.00 - 300000.00 USD / Year

Arize

Expiration Date

Until further notice

Requirements

7+ years of enterprise SaaS sales experience
at least 5+ years focused on U.S. federal / DoD / IC markets (enterprise AI/ML, cloud, mission-critical software preferred)
proven track record of closing complex deals (multi-hundred-thousand to multi-million dollar revenue) in federal space
deep understanding of federal procurement, contracting vehicles (GSA, IDIQ, etc), security clearance requirements, and working with cleared integrators/partners
strong ability to engage technical stakeholders (AI/ML architects, engineers) and translate complex technology into mission value
excellent relationship-building and communication skills, able to operate at both senior leadership and technical levels
self-starter, entrepreneurial mindset, comfortable in high-growth, fast-moving environments

Job Responsibility

Own the full sales cycle within U.S. federal civilian agencies, DoD, DoE, and/or Intelligence Community (IC): from prospecting and qualification through proposal, negotiation and close
build strong relationships with key decision-makers — program managers, acquisition leads, technical AI/ML architects, system integrators and prime contractors
navigate the unique federal procurement and compliance landscape: GSA schedules, IDIQs, FAR/DFARS, security clearances, ITAR/EAR, FedRAMP, etc.
develop strategic account plans aligned to mission objectives (modernization, AI/ML observability, AI assurance, automation) and position Arize’s solution to meet those needs
collaborate cross-functionally with product, engineering, marketing, partner alliances and SI teams to refine GTM strategy, build federal-specific playbooks, and accelerate pipeline
develop and cultivate strategic Federal partnerships to drive demand and adoption across the business
track and deliver pipeline metrics, forecast sales, and ensure consistent execution to meet/exceed revenue targets
serve as the “voice of the customer” and provide market intelligence back into product and go-to-market teams for federal use cases

What we offer

competitive equity package
comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support
WFH monthly stipend to pay for co-working spaces

Fulltime

Account Executive - Federal Healthcare

The Account Executive role is responsible for navigating complex accounts, top o...

Location

United States , McLean

Salary:

Not provided

Appian Corporation

Expiration Date

Until further notice

Requirements

Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
Platform sales experience
Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
Actively seeking to understand industry trends to help position against competitors
Bachelor's degree in related field/degree
5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Federal Civilian agencies
History of consistent quota achievement
Examples of landing new customer logos
Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

Job Responsibility

Navigating complex accounts, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close

What we offer

Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training
Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires
Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education
Community: We’ll immerse you into our community rooted in respect starting on day one
Appian fosters inclusivity through our 8 employee-led affinity groups

Fulltime

Account Executive, Federal UAS Programs

Airspace Link is seeking a Federal Account Executive to lead our efforts in expa...

Location

Salary:

Not provided

Airspace Link

Expiration Date

Until further notice

Requirements

7+ years of experience in sales, business development, or program management focused on federal agencies, defense, homeland security, or aviation sectors
Experience with federal procurement processes (RFI/RFP, Grants, GSA schedules, OTAs, or cooperative agreements) and how software or technology solutions are bought
Demonstrated ability to build trusted relationships with senior federal officials, program managers, and decision-makers
Strong understanding of or interest in UAS, aviation, airspace management, or related technologies
Exceptional communication and consultative selling skills
A self-starter mindset with ownership mentality
thrives in a startup environment where flexibility and initiative are essential
Proven track record of meeting or exceeding sales targets or successfully managing large-scale federal programs
Experience working with or within federal contractors, integrators, or agencies is highly desirable

Job Responsibility

Own the federal sales cycle — from prospecting and outreach through proposal, negotiation, and close
Develop new relationships with key federal agencies (e.g., DHS, DoD, DOT, DOJ, FEMA) and related offices or program teams involved in UAS policy, security, and infrastructure
Engage as a trusted advisor, understanding each agency’s mission, challenges, and procurement process to position Airspace Link as a strategic partner
Work cross-functionally with internal teams — including the Product Team, Partnerships, Customer Success, and Proposal Management — to craft compelling White Paper and RFI/RFP responses and tailored demonstrations
Collaborate with strategic partners (e.g., technology providers, federal service contractors, or lobbyist partners) to jointly pursue opportunities and navigate procurement pathways
Track and manage the sales pipeline using CRM tools (HubSpot) and communicate progress through regular forecasting and reporting
Contribute to go-to-market strategy for the federal sector by identifying emerging opportunities, programs, and funding streams aligned with Airspace Link’s capabilities
Lay the foundation for a future federal sales function — helping to define best practices, processes, and partnerships as the business grows

What we offer

Competitive salary, commission structure, and benefits package, including stock options, health insurance, retirement plans, and paid time off

Fulltime

Enterprise Account Executive

We are seeking a hardworking, driven individual with superb energy, passion and ...

Location

United States , Sacramento; Seattle; Texas

Salary:

280000.00 - 320000.00 USD / Year

Verkada

Expiration Date

Until further notice

Requirements

5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business
2+ years selling technical solutions or products to the Department of Veterans Affairs is a requirement
Proven track record of success in a sales-driven organization selling a highly complex technical solution
Must be willing and able to travel
Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents
Customer-focused with extensive experience developing customer relationships within Federal accounts
Experience managing longer, complex sales cycles
Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus
Relevant software or hardware industry experience in any of the following domains
security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus

Job Responsibility

Develop and Implement a comprehensive territory plan
Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales
Meet or exceed individual targets and contribute to the overall team and company success
Initiate and manage expansion discussions to drive customer retention
Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives
Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence
Gain an in-depth and detailed understanding of Verkada’s business and products to confidently sell to Federal accounts within your territory
Create effective presentations and proposals
create urgency to drive deal closure, negotiate pricing and contractual agreements
Provide account analysis, quarterly business reviews, and accurate revenue forecasts

What we offer

Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
Nationwide medical, vision and dental coverage
Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
Expanded mental health support
Paid parental leave policy & fertility benefits
Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
Professional development stipend
Fertility Stipend
Wellness/fitness benefits
Healthy lunches provided daily

Fulltime

Strategic Account Executive

Atlassian is on a mission to unleash the potential of every team and we are maki...

Location

United States , Washington DC

Salary:

171800.00 - 276000.00 USD / Year

Atlassian

Expiration Date

Until further notice

Requirements

8+ years experience of software sales experience, focusing on strategic account management
3+ years of selling directly to the Federal System Integrators/Defense Industrial Base
An “Embrace the Chaos” mindset while we build and mature our Public Sector vertical
Experience navigating C-suite relationships within target accounts
Deep knowledge of the changing Defense landscape and its impact on this customer base
Experience with achieving success in customer-first SaaS organizations
You excel when engaging directly with enterprise customers with a consultative, relationship-oriented approach
Experience using CRM, Pipeline Management, and Analytic tools
You are someone who wants to challenge the traditional Sales Model and improve sales processes
You love working cross-departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the public sector business

Job Responsibility

Deeply understanding your customers and how they are leveraging Atlassian's suite of products
Nurturing and growing existing relationships and working diligently to build new ones
Through strategic account planning, client management, and consistent demonstration of value creation, you will drive the execution of our profound goals
Setting direction and guiding orchestration for all of our support and cross functional teams who engage with our customers on their journey with Atlassian, such as Channel Partners, Solutions Engineers, and more
Being a critical liaison between our executives in product and engineering and our customers to help guide direction of future roadmap and constantly improve our customer experience

What we offer

health coverage, paid volunteer days, wellness resources

Fulltime

HPC AI Sales Specialist - Federal accounts

Sales Specialists & Consultants are product, services, software or solution spec...

Location

Canada

Salary:

216500.00 - 433500.00 CAD / Year

Hewlett Packard Enterprise

Expiration Date

Until further notice

Requirements

University or Bachelor's degree
Advanced University or MBA preferred
Typically 5+ years of Federal accounts IT sales experience
3-5 years' experience with HPC/AI
Project management skills required
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
Prior selling experience includes multiple, diverse set of selling responsibilities
Viewed as expert in given field by company and customer
Considered a mentor of selling strategy, including designing strategy

Job Responsibility

Develops long term sales pipeline to increase the company's market share in specialized area
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
Provide support to the Account managers
Set direction for business development and solution replication
Creates and grows reference customers
Sell complex products or solutions to customers on a partnership basis
May act as a dedicated resource to a few strategic accounts
Services specialists may also be responsible for selling small outsourcing deals
For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry

What we offer

A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

Fulltime

Federal Account Executive

Ramp

Location:
United States , Washington, D.C.

Category:
Sales

Contract Type:
Not provided

Salary:

Job Description:

Job Responsibility:

Requirements:

Nice to have:

Additional Information:

Job Posted:
February 21, 2026

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Job Responsibility:

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Job Posted:February 21, 2026

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