Account Director, Federal Civilian

About the company

The company is revolutionizing legal and acquisition work through AI-powered Augmented Intelligence, empowering government legal and contracting professionals to accelerate decision-making, mitigate risk, and deliver on mission. With $105M in Series A funding led by General Catalyst, we are building a category-defining platform that fuses AI-driven automation with human expertise.

At the company, we move fast. Our teams ship solutions in days, not months. We are already engaged with the U.S. Air Force and the Department of War, and on the commercial side we support Fortune 500 legal departments including Cargill, Coherent, DHL, and Duracell. We are solving one of the hardest unsolved problems in AI, which is bringing trust, accuracy, and security to legal and acquisition automation in environments where the standard for both is absolute.

We are a team of problem-solvers. The company is a place where you will be challenged, take ownership from day one, and work alongside some of the brightest minds in AI, law, and GovCon.

Opportunity for Impact

This is a rare opportunity for early entry into the developing, Federal Civilian business of a rapidly growing startup. Civilian agencies carry enormous legal and acquisition workloads with flat or declining headcount, and the professionals doing that work have been underserved by technology for decades. If you are excited by the challenge of putting real capability in the hands of agency general counsel and acquisition organizations, we invite you to apply.

About the Role

As Account Director for Federal Civilian, you will own the end-to-end capture and growth of the company's civilian agency pursuit, from identifying whitespace through closing multi-million-dollar awards. You will lead engagements with agency General Counsel, Chief Counsel, Senior Procurement Executives, Chief Acquisition Officers, and CIO organizations, ensuring our Augmented Intelligence solutions deliver mission value and contribute to the company's core business objectives.

This is a hunter's role, not an account management seat. We are looking for a proven closer with a current, demonstrated record of running complex civilian sales cycles and closing multi-million-dollar deals within the last one to two years. You will be a fit if you thrive on creating opportunities where none existed, owning outcomes, building durable relationships with career civil servants and political appointees alike, learning and iterating fast, using AI to scale yourself, and influencing across cross-functional teams.

Key Responsibilities

Agency Engagement: Build and sustain senior relationships across civilian agencies, primarily with General Counsel, Chief Counsel, and acquisition executives, understanding their workload pressures and aligning the company's solutions to measurable outcomes.

Portfolio Ownership: Own a defined set of civilian agencies and components. Set the account strategy, manage the stakeholder map across legal, acquisition, IT, and security, and demonstrate excellent federal account leadership.

Capture and Contract Vehicle Strategy: Identify and shape opportunities well before solicitation. Determine the right path to contract across GSA Multiple Award Schedule, GWACs, agency BPAs and IDIQs, and small business pathways. Manage teaming with system integrators, resellers, and prime contractors where that is the faster route.

Revenue Growth: Take ownership of ARR targets through new agency capture, securing enterprise-level awards, land option years fulfillment, and expansion across components.

Value Articulation: Articulate the company's value proposition to technical, legal, and contracting audiences. Represent the company at industry days, agency forums, and federal conferences.

What We're Looking For

• 10+ years of experience selling technology into Federal Civilian agencies, with a proven track record over the last one to two years of independently sourcing and closing new Federal Civilian business.

• Demonstrated hunter mentality, with a current record of owning complex civilian sales cycles end-to-end, from prospecting and capture through negotiation and award, rather than inheriting an existing territory or account.

• Deep working knowledge of federal acquisition, including the FAR, GSA schedules and GWACs, and small business pathways.

• Established relationships across civilian agencies such as DOJ, DHS, HHS, VA, Treasury, State, DOE, GSA…

• Must currently reside in the Washington, D.C. metro area

• U.S. citizenship required. Ability to obtain and maintain a Public Trust or higher clearance.

Bonus Points

• Active clearance

• Experience selling enterprise AI or legal / acquisition software into the government

• Existing executive-level relationships within civilian agencies that can be activated immediately

Why You'll Love Working Here

Impactful Work: Be part of a team at the forefront of AI innovation, building the category leader in Augmented Intelligence for government.

Growth Opportunities: Work in an environment that encourages professional growth and the exploration of new ideas.

Dynamic Culture: Join a group of passionate, driven people committed to making a difference.

OTE: $700K, $200K base