Strategic Account Executive, Federal
$230,000–$320,000 year
RemoteUnited States or Canada
Job Summary
Execute Sardine's federal go-to-market strategy by prospecting, qualifying, and developing a pipeline of opportunities across assigned agencies. Manage capture cycles from initial outreach through contract execution, leveraging procurement vehicles and system integrators to accelerate agency entry. Build relationships with executive and contracting officer stakeholders at federal, state, and local levels while collaborating with solutions engineering to present tailored demonstrations. Maintain accurate pipeline and forecast data in Salesforce and represent the company at federal industry events. Requires 8–12 years of enterprise B2B experience with 6+ years in U.S. federal government business development, including hands-on capture management and knowledge of FAR, GWACs, and IDIQs. U.S. citizenship required.
Required Qualifications
- 8–12 years of enterprise B2B experience
- at least 6 years in U.S. federal government Business Development
- experience managing competitive procurements from opportunity identification through contract award
- Established relationships with federal system integrators
- proven ability to leverage SI-led procurement pathways
- Working knowledge of federal procurement: FAR, GWACs (GSA MAS, SEWP, CIO-SP3), IDIQs, and task orders
- U.S. citizenship
- Strong communicator able to engage both technical and business audiences
- Highly organized and data-driven; able to manage pipeline independently
- Demonstrated AI tool fluency — actively uses AI tools to drive research, outreach, proposal writing, and pipeline management
- Candidates who do not incorporate AI into their daily workflow will not be considered
Desired Qualifications
- Hands-on capture management experience
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