Federal Account Executive

Position Overview

Role Summary

We are seeking a highly driven Federal Account Executive who will own the full sales cycle for federal accounts; developing the territory plan, leading capture, building stakeholder coalitions across government program offices and prime integrators, and closing multi-year platform agreements that modernize care delivery for service members, veterans, and federal beneficiaries.

Core Responsibilities

• Territory & Quota Ownership: Own quota and territory plan for federal market (VA, DHA, DoD/DoW, IHS, HHS sub-agencies, or assigned mix).

• Capture Strategy & Execution: Build and execute a capture strategy for each priority opportunity: stakeholder map, mission case, value engineering, partner ecosystem, and contract vehicle path.

• Executive & Program Engagement: Run consultative C-suite and program-office engagements with CIOs, CMIOs, clinical leaders, contracting officers, and SI partners.

• Cross-Functional Partnership: Partner with the company’s federal solutions engineering, operations, legal, and proposal teams to respond to RFIs/RFPs and shape opportunities.

• Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route deals through the right vehicles (GSA, SEWP, CIO-SP3/4, OTA, IDIQ).

• Market Representation: Represent the company at federal health and digital-health events (HIMSS, AFCEA, DHITS, etc.) and provide product and pricing feedback to the federal go-to-market and product teams; shape the company’s federal roadmap from the field.

Success Metrics: Track and manage key success metrics, including but not limited to:

• Quota attainment and bookings against plan

• New federal logos closed and pipeline conversion rate

• Multi-year contract value (TCV) per deal

• Pipeline coverage and forecast accuracy

Requirements

Education: Bachelor’s degree or equivalent operational experience. Military service explicitly counts.

Experience

• Minimum of 7 years of quota-carrying enterprise SaaS or healthcare technology sales, with at least 3 years selling directly into U.S. federal health customers (VA, DHA, DoD, IHS, HHS, or related).

• Demonstrated record of closing $1M+ ARR (or equivalent multi-year contract value) federal deals.

• Working fluency in federal procurement: GSA Schedule, SEWP, CIO-SP3/4, OTA, IDIQ task orders, and how to route a deal through the right vehicle.

• Experience selling alongside or through federal channel/SI partners.

Skills

• Consultative, capture-style selling at the C-suite and program-office level.

• Strong territory planning and account-mapping discipline.

• Excellent written and verbal communication; able to translate clinical and technical value to government stakeholders.

• Forecast hygiene and CRM discipline (Salesforce or comparable).

• Ability to operate independently in a high-ambiguity, early-stage federal practice.

Preferred Qualifications

• Existing relationships at VA Office of Connected Care, HHS, DHA, or DoW Defense Health Program offices.

• Background in digital healthcare platforms, virtual care, telehealth, EHR, or clinical workflow software.

• Veteran status or prior military service.

• For DHA / DoD / DoW / IC Accounts: ability to obtain a Secret clearance (current or eligible).

• Based in the DMV (McLean / Tysons / Arlington / DC / suburban MD); willingness to travel 30–50% to federal customer sites and partner offices.