JOB SUMMARY:

The Account Executive II, Federal is responsible for driving profitable growth by developing strategic customer relationships, creating new business opportunities, and delivering innovative technology and services that enable mission success across the Federal Government and Federal System Integrator community.

Serving as the primary business leader for an assigned territory, the Account Executive develops and executes comprehensive account strategies that align customer mission priorities with Trace3 Government’s engineering expertise, professional services, managed services, cloud, cybersecurity, AI, infrastructure, and strategic technology partnerships. Success in this role requires a disciplined approach to business development, consultative selling, executive engagement, capture planning, and long-term account development.

The Account Executive serves as the quarterback for every customer engagement, leading cross-functional teams consisting of Business Development, Solution Architects, Engineering, Project Management, Customer Success, executive leadership, and strategic technology partners to develop winning strategies and deliver exceptional customer outcomes.

This role requires the ability to navigate complex Federal organizations, understand mission priorities, acquisition strategies, budgeting cycles, and procurement processes while building trusted relationships with government executives, acquisition professionals, program leadership, and industry partners. The successful candidate consistently balances short-term revenue objectives with long-term customer success by identifying opportunities where commercial innovation can accelerate mission execution.

The ideal candidate is an entrepreneurial, results-oriented leader who demonstrates intellectual curiosity, extreme ownership, operational discipline, and a passion for serving the Federal Government. They are expected to create demand, expand existing relationships, accurately forecast business, and consistently exceed revenue and gross profit objectives while representing Trace3 Government with the highest standards of professionalism, integrity, and accountability.

At Trace3 Government, we believe Commercial Innovation supports Mission Execution. The Account Executive plays a critical role in translating the innovation of the commercial technology market into mission-ready solutions that help our customers solve their most complex challenges.

SUMMARY OF ESSENTIAL JOB FUNCTIONS:

Business Development & Territory Leadership

• Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities.
• Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning.
• Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities.
• Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives.

Executive Customer Engagement

• Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors.
• Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives.
• Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation.

Opportunity Leadership

• Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners.
• Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities.
• Coordinate internal and external resources to maximize customer success and increase probability of win.

Strategic Solution Development

• Develop customer strategies that integrate professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology partnerships.
• Develop joint business plans with strategic OEM partners to create pipeline, executive engagement opportunities, and mutual revenue growth.
• Stay current on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively advise customers.

Operational Excellence

• Maintain a healthy sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecast discipline.
• Deliver accurate revenue forecasts, pipeline reporting, and business insights to sales leadership.
• Effectively manage the complete sales lifecycle from opportunity identification through contract award and successful transition to delivery teams.

Leadership & Culture

• Demonstrate intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in every customer interaction.
• Foster a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement initiatives.
• Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community activities.

REQUIRED SKILLS AND EXPERIENCE:

• 7+ years of progressively responsible enterprise technology sales experience with demonstrated success selling complex solutions to the U.S. Federal Government.
• Proven record of creating new business opportunities and exceeding multi-million-dollar revenue and gross profit objectives.
• Experience leading complex enterprise sales involving multiple stakeholders, technical teams, and executive decision makers.
• Demonstrated understanding of Federal acquisition processes, contract vehicles, budgeting cycles, and procurement organizations.
• Experience developing executive relationships across government agencies, Federal System Integrators, and strategic technology partners.
• Strong consultative selling, executive communication, negotiation, and account planning skills.
• Ability to lead cross-functional teams through complex opportunity pursuits from qualification through award.
• Ability to travel as required to support customers, partners, conferences, and internal business objectives.

DESIRED SKILLS AND EXPERIENCE:

• Experience selling to US Air Force, US Space Force, US Navy/Marine Corps, US Army, Intelligence Community, Missile Defense Agency, Dept of Veteran Affairs, Federal System Integrators, or other DoD or Federal Civilian Agencies.
• Experience or background in Air, Space, Missile Warning, Missile Defense, or Command and Control mission domains.
• Experience with selling Cybersecurity, AI, Digital Modernization, Cloud, Data Center or Data and Analytics.
• Existing relationships within assigned Federal agencies, Federal System Integrators, or strategic technology partners.
• Active U.S. Government security clearance or ability to obtain one, if required for assigned accounts.

EDUCATION: Bachelors with 7+ or Master with 5+ Years of Experience

LOCATION: Remote

CLEARANCE REQUIRMENT: Active or ability to obtain if required

SALARY RANGE: $110,000 to $130,000 + Commission -- $350,000 OTE, DOE

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

While performing the duties of this job, the employee is regularly required to:

• Remain in a stationary position for extended periods of time.
• Operate a computer, keyboard, and other office equipment using hands and fingers.
• Communicate effectively in person, over the phone, and through electronic means.
• Occasionally move about the office to access files, office equipment, and meeting spaces.
• Lift and/or move up to 15 pounds as needed.
• Maintain specific vision abilities, including close vision and the ability to adjust focus.

WORK ENVIRONMENT:

This position is performed within a secure, classified workspace. Employees must comply with all applicable security protocols and access control procedures, including restrictions on personal electronic devices and the handling of sensitive information.