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Istari

Federal Account Executive – AE

Istari

. Build and execute account and capture strategies across DoD, IC, and federal civilian agencies .

Posted 11/9/2026full-timeRemote • United StatesMid-LevelSenior💰 $98,000 - $170,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in federal sales cycles, including navigating complex acquisition processes and building strategic relationships with key stakeholders. Proficient in developing compliant architectures and driving business cases that align with mission priorities and budget cycles.

Highest-signal resume keywords
Federal Sales ExperienceFederal Acquisition ProcessesConsultative Selling CapabilitiesStakeholder EngagementEngineering Software Ecosystems

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Quota-Carrying SalesOpportunity QualificationProposal DevelopmentPricing StrategyBusiness Case Development
Soft Skills
Strong Communication SkillsTeam PlayerHigh OwnershipPersistenceExceptional Presentation Skills
Tools & Technologies
PLM SoftwareCAD/CAE ToolsMBSE WorkflowsEngineering Data Integration PlatformsFedRAMP
Industry Keywords
DoDICFederal Civilian AgenciesSBIROTAIDIQBPAMission AlignmentEngineering ChallengesProgram of Record

About the role

Key responsibilities & impact
  • Build and execute account and capture strategies across DoD, IC, and federal civilian agencies
  • Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams
  • Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs
  • Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities
  • Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway
  • Own the full federal sales cycle from initial engagement through contract award
  • Conduct discovery to understand mission objectives, engineering challenges, and program constraints
  • Partner with Solution Architects to design compliant architectures and execute proofs of value
  • Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA)
  • Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency
  • Navigate complex stakeholder environments across program, engineering, and contracting
  • Lead pricing strategy, proposal development, and negotiations
  • Collaborate with Government Relations, Contracts, Legal, Finance, Product, and Engineering
  • Provide insights on federal requirements and contribute to federal GTM strategy and capture plans
  • Build trusted relationships with program managers, engineering leaders, and contracting stakeholders
  • Drive expansion from pilot to program of record and enterprise adoption
  • Align account growth with mission priorities and budget cycles
  • Position Istari as foundational infrastructure for secure digital engineering

Requirements

What you’ll need
  • 5–10+ years of quota-carrying enterprise or federal sales experience
  • Experience selling into DoD, IC, or federal civilian agencies
  • Experience navigating federal acquisition processes (SBIR, OTA, IDIQ, BPA)
  • Track record of closing complex, multi-stakeholder federal deals
  • Excellent discovery, qualification, and consultative selling capabilities
  • Ability to translate technical workflows into compelling business value for engineering-centric organizations
  • Strong written and verbal communication skills; exceptional presenter and storyteller
  • High ownership, persistence, and comfort operating in a dynamic, early-stage environment
  • Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use-cases / connections at Istari
  • Team Player
  • Experience with major DoD branches or IC agencies
  • Experience transitioning programs from pilot to program of record
  • Familiarity with IL2–IL6 environments, FedRAMP, or ATO processes
  • Familiarity with engineering software ecosystems, including PLM (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms

Benefits

Comp & perks
  • Bonuses
  • Equity
  • Comprehensive benefits package