Strategic Account Director, Federal

Decagon Decagon · Vertical AI · Remote · Sales

Strategic Account Director for a conversational AI platform focused on federal accounts. The role involves developing account strategies, building relationships with stakeholders, navigating federal procurement, and collaborating with internal teams on security and compliance. Requires experience in federal sales, understanding of procurement processes, and ability to discuss security requirements.

What you'd actually do

  1. Develop and execute account strategies to break into and close strategic federal accounts, working within the procurement realities of the agencies you own
  2. Build trusted relationships with stakeholders across the buying committee — program managers, contracting officers, technical evaluators, and end users
  3. Navigate the relevant contract vehicles (GSA Schedule, SEWP, CIO-SP3, OTA, IDIQ) and work effectively through resellers, SIs, or GovCon primes where deals require it
  4. Understand each agency's mission priorities, budget cycles, and procurement constraints to shape deal strategy and timing
  5. Collaborate with internal teams (solutions engineering, deployment, security/compliance) to speak credibly to FedRAMP status, ATO processes, and security posture

Skills

Required

  • 5+ years of experience in federal/public sector enterprise or strategic sales
  • Demonstrated experience closing deals through at least one contract vehicle (GSA Schedule, SEWP, CIO-SP3, OTA, IDIQ) or via a reseller/SI/prime relationship
  • Strong understanding of federal procurement — RFPs, RFIs, RFQs, sole-source justifications
  • Comfort discussing security/compliance requirements (FedRAMP, ATO, CMMC) credibly with technical buyers
  • Strong business acumen and ability to speak the language of the C-suite
  • Consultative selling approach with a focus on value-based solutions
  • Ability to manage multiple stakeholders and cross-functional initiatives
  • Bachelor's degree or equivalent work experience

Nice to have

  • An active or recently-active security clearance (Public Trust, Secret, or TS/SCI)
  • Existing relationships with relevant SI/reseller partners

What the JD emphasized

  • strategic federal accounts
  • federal sales
  • federal procurement
  • security/compliance requirements (FedRAMP, ATO, CMMC)