Account Executive – Federal

Serval

. Own the full federal sales cycle from account planning and opportunity identification through procurement, award, and expansion .

Posted 11/11/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $350,000 - $400,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in full-cycle B2B SaaS sales, particularly within federal agencies, with a strong focus on strategic account planning, compliance with federal acquisition processes, and building relationships with key stakeholders. Proven ability to deliver impactful presentations and navigate complex procurement cycles while maintaining a high level of communication and negotiation skills.

Highest-signal resume keywords

Full-Cycle B2B SaaS Sales ExperienceFederal Agency Sales ExpertiseFederal Acquisition Processes KnowledgeExecutive Communication SkillsActive Security Clearance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Federal Sales Cycle ManagementOpportunity IdentificationContract NegotiationSalesforce Pipeline ManagementAI Automation AdvisoryIT Modernization ExpertiseProcurement Cycle NavigationCost Savings AnalysisFederal Compliance RoadmapStrategic Account Planning

Soft Skills

Relationship BuildingPresentation SkillsStorytelling SkillsNegotiation SkillsHigh-Agency Approach

Certifications & Qualifications

Active Security Clearance

Industry Keywords

Federal ITSecurity LeadershipMission OutcomesFedRAMPNISTChannel-Partner RelationshipsPublic-Sector Go-To-MarketEarly-Stage Startup ExperiencePresident’s ClubTop 10% Sales Performance

Tech Stack

Tools & technologies

ITSM

About the role

Key responsibilities & impact

Own the full federal sales cycle from account planning and opportunity identification through procurement, award, and expansion
Build relationships with senior IT, Security, and mission leaders across agencies
Advise customers on AI automation and IT modernization
Navigate federal acquisition, budget cycles, funding sources, and procurement paths
Build and manage reseller, systems integrator, and channel-partner relationships
Deliver demos and business cases tied to mission outcomes, cost savings, and workforce efficiency
Partner with security and product teams on the federal compliance roadmap
Create repeatable federal sales playbooks covering territory strategy, partner model, pricing, and contract structure
Represent Serval at federal industry events, agency briefings, and conferences
Maintain forecasting and Salesforce pipeline hygiene
Work with founders, product, and security teams to define the public-sector go-to-market

Requirements

What you’ll need

6+ years of full-cycle B2B SaaS sales experience
At least 3–4 years selling directly into federal agencies
Consistent top-tier attainment
Proven track record closing federal software deals
Experience navigating 6–18 month procurement cycles, contract vehicles, and partners
Established network across federal IT, Security, or modernization leadership
Expertise in at least one area: Federal Civilian, DoW, or IC
Working knowledge of federal acquisition processes, budget cycles, FedRAMP, and NIST
Strategic account planning and multi-threading across program offices and stakeholders
Executive communication, presentation, negotiation, and storytelling skills
High-agency approach in unstructured environments
Willingness to travel regularly to customer sites and events
Active security clearance or eligibility to obtain one preferred
Experience as an early/founding federal seller, or selling IT service management, identity, security, or automation platforms preferred
Experience with FedRAMP or agency ATO processes preferred
Experience at an early-stage, high-growth startup preferred
President’s Club, top 10%, or rapid promotions preferred

Benefits

Comp & perks

Meaningful early-stage equity
Comprehensive health coverage
Flexible PTO
Daily lunches and snacks
Onsite gym access
Regular team events and offsites
Growth opportunities with an experienced team and investors