Federal Account Executive

Waites

. Develop and execute a federal sales strategy to achieve revenue goals across assigned agencies, accounts, and government contractors .

Posted 11/10/2026full-timeRemote • District of Columbia • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in federal sales strategy development and execution, with a strong understanding of federal procurement processes and the ability to build and maintain relationships with key stakeholders. Proven track record of achieving sales targets and developing complex, high-value enterprise opportunities in the industrial sector.

Highest-signal resume keywords

Federal Sales Strategy DevelopmentFederal Procurement ProcessesB2B Enterprise Sales ExperienceRelationship Management with Government StakeholdersExperience Selling Industrial IoT Solutions

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Target AchievementCapture StrategiesOpportunity QualificationCompetitive PositioningFederal Pipeline ReportingContracting TerminologyMarket Intelligence ToolsBid/No-Bid RecommendationsAccount PlanningProposal Development

Soft Skills

Analytical SkillsCommunication SkillsNegotiation SkillsOrganizational SkillsProblem-Solving Attitude

Tools & Technologies

CRM SoftwareSAM.govFedRAMPCloud Service Offerings

Industry Keywords

Federal MarketGovernment ContractingIndustrial ReliabilityPredictive MaintenanceFacilities TechnologyMission-Critical EquipmentSystems IntegratorsPrime ContractorsChannel PartnersAsset Management

Tech Stack

Tools & technologies

CloudIoT

About the role

Key responsibilities & impact

Develop and execute a federal sales strategy to achieve revenue goals across assigned agencies, accounts, and government contractors
Identify and qualify federal opportunities related to industrial reliability, predictive maintenance, facilities, infrastructure, and mission-critical equipment
Build and maintain relationships with agency program leaders, technical stakeholders, contracting personnel, systems integrators, prime contractors, and channel partners
Create account plans and capture strategies, including opportunity qualification, stakeholder mapping, competitive positioning, teaming decisions, and bid/no-bid recommendations
Monitor federal procurement activity, agency priorities, forecasts, sources-sought notices, RFIs, RFPs, and other relevant opportunities
Coordinate and contribute to responses to government solicitations, proposals, capability statements, demonstrations, and customer requests
Identify appropriate procurement pathways and teaming opportunities to help federal customers evaluate and purchase Waites’ solutions
Communicate Waites’ products and services to technical audiences and executive decision-makers, connecting equipment monitoring to increased uptime and reduced unplanned maintenance
Position the applicable Waites FedRAMP-certified cloud service offering in partnership with technical and security teams, and respond to customer questions about its scope and status
Coordinate with Product, Engineering, IT/Security, Legal, Operations, and Sales leadership to assess customer requirements and support viable federal deployments
Maintain accurate account plans, opportunity records, forecasts, and federal pipeline reporting in the company’s CRM
Report to the Chief Revenue Officer
Travel approximately 30% to support federal business objectives

Requirements

What you’ll need

7+ years of successful B2B enterprise sales or business development experience, with significant experience selling into the U.S. federal market
Extensive, established, and active network of relationships with government Systems Integrators (SIs), prime contractors, federal agencies, and key industry decision-makers
Demonstrated ability to leverage existing relationships to generate new opportunities, develop strategic partnerships, and close significant business
Proven track record of consistently achieving or exceeding sales targets and personally developing and closing complex, high-value enterprise opportunities
Strong understanding of federal procurement processes, government contracting, capture strategies, and relevant procurement channels
Experience working with prime contractors, Systems Integrators, resellers, and other government channel partners to drive revenue
Working knowledge of federal contracting terminology and market intelligence tools, including SAM.gov or equivalent platforms
Ability to articulate complex technical solutions in terms of business value, operational impact, and mission outcomes
Strong analytical, communication, negotiation, and organizational skills
Comfortable operating independently in a fast-paced, entrepreneurial environment with a high degree of accountability
Willingness to travel approximately 30%, with reasonable access to a major airport
Experience selling industrial IoT, predictive maintenance, condition monitoring, reliability, asset management, facilities technology, or related industrial solutions
Established relationships within federal agencies and contractor organizations responsible for facilities, infrastructure, industrial operations, maintenance, or mission-critical assets
Experience developing and expanding business through large federal Systems Integrators and prime contractors
Familiarity with FedRAMP and how authorized cloud service offerings are evaluated and used by federal customers
Experience supporting federal proposals, contract vehicles, teaming agreements, and subcontracting relationships
Experience successfully scaling an initial customer deployment into a larger enterprise relationship
Must be authorized to work in the U.S.; sponsorship is not available
High intellect and strong analytical skills
Innovative and driven to constantly improve
Non-bureaucratic, flexible, and able to thrive in a fast-moving environment
Positive energy and attitude towards people and problem-solving
Balance of humility, strong work ethic, and interpersonal savvy
Genuine human
“Can Do” mentality

Benefits

Comp & perks

Attractive base salary with an excellent commission structure
Competitive base salaries and generous commissions
Significant earning potential
Opportunity to make a meaningful impact and grow professionally
Flexible, customer-focused, entrepreneurial work culture