Ciq Federal Account Executive at CIQ responsible for driving growth in the U.S. Federal Government sector. Manage federal sales strategy and navigate complex acquisition environments.
Responsibilities
Direct federal selling: Proven track record of selling software or infrastructure directly to U.S. Federal customers, including DoD (Army, Navy, Air Force, Space Force, DISA, combatant commands) and/or civilian and Intelligence Community agencies, with a history of meeting or exceeding quota.
Federal buying process: Working knowledge of the full acquisition lifecycle: PPBE/budget cycles, requirements development, acquisition strategy, contract vehicles (GSA MAS, NASA SEWP, DoD ESI, IDIQs, BPAs), OTAs, CSOs, and end-of-fiscal-year buying.
Forecasting rigor: A demonstrated history of accurate, defensible forecasting (within ±10% quarterly) and disciplined CRM pipeline management on long, multi-stakeholder sales cycles.
Compliance fluency: Familiarity with FIPS 140-3, DISA STIGs, NIST 800-53/800-171, CMMC, FedRAMP, and ATO processes, and the ability to tie those requirements to open-source infrastructure.
Ecosystem relationships: Existing relationships with federal program offices, primes/FSIs, resellers, and the public-sector partner ecosystem.
Channel deal structuring: Experience building compliant deals through teaming agreements, 8(a) and small-business partners, and federal primes.
Pilot-to-production: Ability to run technical pilots that prove mission fit and convert them into funded production awards.
Communication: Excellent communication, negotiation, and presentation skills with contracting officers, program managers, technical evaluators, and senior leaders.
Qualification
Self-direction12-15 years of federal salesBachelor’s degree in businessActive UExperience selling Linux
Required
Self-direction: A strategic, self-motivated operator with a growth mindset who thrives in a fast-paced startup environment.
12-15 years of federal sales, account management, or business development experience in the public sector, with at least 3 years in a quota-carrying role selling directly to DoD and/or federal civilian agencies.
Bachelor’s degree in business, public policy, marketing, computer science, or a related field, or equivalent experience.
Deep understanding of public-sector IT modernization, open-source adoption, Linux/infrastructure, HPC/AI, and hybrid/cloud trends.
Track record of landing new-logo agencies and growing them into multi-year, enterprise-wide agreements.
Active U.S. security clearance (Secret or TS/SCI) is preferred but not required; U.S. citizenship is required to support clearance eligibility and customer access requirements.
Experience selling Linux, open-source, HPC, or DevSecOps platforms in federal environments.
Experience with MEDDPICC or a similar qualification methodology and with HubSpot.
