Sr Account Executive - Federal

Position Summary

The Federal Sr Account Executive is UKI's primary revenue driver in the federal marketplace. This is a new-logo hunter role, measured first and foremost on bookings and revenue, built for a disciplined operator who understands the government's procurement cycle, knows how to navigate complex stakeholder environments, and can close high-value opportunities against structured competition.

The Federal Sr Account Executive owns the full arc of the federal revenue relationship: from identifying opportunities and influencing requirements to negotiating awards and booking revenue.

This role demands equal parts relationship architect, procurement strategist, and quota owner. You are expected to move with urgency, operate without ambiguity, and consistently convert pipeline into booked revenue.

Key Responsibilities

• Demonstrate working knowledge of government buying cycles, fiscal year dynamics, and end-of-year spending patterns to time and sequence deal activity.
• Engage early in the acquisition process to shape requirements, influence specifications, and position UKI ahead of formal solicitation.
• Leverage established contract vehicles (GSA Schedules, GWACs, IDIQs, BPAs, and agency-specific vehicles) to accelerate time to award.
• Identify and pursue new vehicle on ramps that expand UKI's reachable market across targeted agencies and buying groups.
• Coordinate with operations and contracts to ensure UKI is positioned and registered on all relevant vehicles before opportunities surface.
• Serve as the Sr Account Executive in the proposal process: contribute win themes, customer intelligence, pricing strategy, and competitive positioning.
• Identify, qualify, and pursue new business opportunities across targeted federal agencies, defense components, civilian bureaus, system integrators, and channel partners.
• Own the full sales cycle from initial contact and qualification through proposal, negotiation, and contract award.
• Work closely with Solution Engineers and Subject Matter Experts to develop tailored demonstrations, technical briefs, and solution narratives that map UKI's capabilities to the operational environment of each federal customer.
• Maintain a disciplined, stage-gated sales pipeline in HubSpot with accurate close dates, deal values, and probability weightings.
• Apply a structured government sales methodology (e.g., MEDDIC, MEDDPICC, or equivalent) to qualify and advance opportunities with rigor.

Requirements

• Required
• 5+ years of direct federal sales experience with a demonstrated track record of meeting or exceeding quota in a complex B2G environment.
• Deep familiarity with the federal procurement lifecycle, including FAR/DFARS, contract vehicle mechanics, and government acquisition strategies.
• Proven experience closing six-figure and seven-figure contracts with federal civilian agencies, DoD components, or intelligence community customers.
• Established relationships with federal buyers, program managers, and contracting officers across at least two or more targeted agency verticals.
• Hands-on experience navigating GSA Schedules, GWACs, IDIQs, and other contract vehicles to bring deals to award.
• Exceptional presentation, negotiation, and executive communication skills
• Experience mentoring, coaching, or informally leading other sales professionals
• Proficiency with HubSpot or equivalent CRM; disciplined pipeline hygiene and forecasting habits.
• Ability to obtain and maintain a federal security clearance if required by the role's scope.
• Preferred
• Experience selling technology, training, professional services, or knowledge management solutions to the federal government.
• Active TS or TS/SCI clearance.
• Prior experience as a capture manager, proposal contributor, or BD lead on multi-million dollar federal pursuits.
• Familiarity with UKI's addressable market sectors including cybersecurity, workforce development, or mission support services.
• Existing relationships with large system integrators (e.g., Leidos, SAIC, Booz Allen, CACI) that can accelerate subcontractor and teaming opportunities.
• Bachelor's degree in Business, Marketing, Public Administration, or related field; advanced degree a plus