Account Executive

Job description

Account Executive Washington, D.C. or New York, NY • Full-time • Hybrid (3+ days/week in office) ABOUT GOVSIGNALS GovSignals is the AI system of work for government contracting. It can take the government longer to buy a capability than an adversary takes to field one, and we exist to close that gap. We're the only startup managing government contract data with AI in both FedRAMP High and DoW Impact Level 5 environments. Our platform monitors 5,000+ live government data sources, 100,000+ federal and state agencies, and 2,000,000+ government contracts in real time. Our customers range from small contractors to Fortune 500 primes with billions in annual awards, and our government work reaches mission critical contract management. In the past 18 months, we've earned FedRAMP High and IL5 authorizations, joined GSA MAS and the MDA SHIELD IDIQ, and signed some of the biggest names in government contracting. THE ROLE We're hiring Account Executives to help grow GovSignals' enterprise customer base. In this role, you'll own the full sales cycle, from prospecting through close, working directly with sales leadership to win mid-market and enterprise accounts. You'll manage and build a pipeline, and close six- and seven-figure SaaS opportunities with uncapped commission. Your buyers are growth leaders across the government contracting ecosystem, including VPs of Business Development, Capture Managers, Proposal Directors, and other executives at federal contractors and defense primes. You’re selling the primary GTM software for companies with hundreds of millions to billions in annual government awards. GovSignals offers them what no other platform can: on a freshly released solicitation, in under an hour, the platform produces market research, a basis of estimate, a clause review, and a first-draft proposal package. It runs on proprietary data competitors don't carry, including OTA and consortium intelligence, live teaming networks, price-to-win benchmarks, and recompete signals. It is the only platform managing government contract data with AI inside FedRAMP High and IL5, enabling deployment where competing solutions cannot. More than 400 government contracting professionals rely on the platform today. This is a high-impact individual contributor role for a consultative mid-market and enterprise seller who thrives in a fast-paced startup environment and enjoys building new business. WHAT YOU'LL DO - Own pipeline and consistently achieve or exceed quota by closing six- and seven-figure enterprise SaaS deals. - Build and manage pipeline through outbound prospecting, strategic account planning, referrals, events, and industry conferences. - Lead consultative discovery, product demonstrations, business case development, and executive presentations. - Demonstrate GovSignals using prospects' live solicitations to showcase immediate customer value. - Navigate complex buying cycles involving multiple stakeholders and negotiate commercial agreements through close. - Develop expertise in your market segment, including key contractors, competitive landscape, procurement trends, and government acquisition cycles. - Partner closely with Marketing, Product, Customer Success, and Leadership to improve customer outcomes and inform product strategy. WHAT YOU BRING - 3+ years as a quota-carrying Account Executive selling enterprise SaaS, with a track record of consistently closing six-figure—and ideally seven-figure—deals. - Proven ability to manage complex, multi-stakeholder enterprise sales cycles. - Consistent track record of generating new business through strategic outbound prospecting and account planning. - Must have experience working directly with federal agencies, government contractors, or organizations supporting the federal government. - Experience selling to executive stakeholders within large or complex organizations. - Excellent communication, presentation, and negotiation skills. - Comfortable working in a high-growth startup environment where ownership, adaptability, and execution are valued. - Experience using AI tools to improve sales productivity is a plus. Preferred Qualifications - Experience selling into the government contracting, defense, public sector, AEC, or SLED markets. - Familiarity with federal procurement, capture management, or proposal development. - Background in government contracting, the military, or the intelligence community is a plus. THE TEAM GovSignals was founded by four cofounders who lived with this problem from both sides — selling to the government and serving inside it — with backgrounds across the Defense Intelligence Agency, the Department of Energy, Palantir, Amazon, federal contractors building for missiles, and state contractors building for prisons. You'll work directly with all four. The team at GovSignals has shipped to defense companies, scaled venture-backed startups, and founded companies of their own. HOW WE HIRE - Initial Screen (15min) — quick questions and learn about your background. - Hiring manager (30 min) — more about your experience and how you sell. - Deal exercise (45 min) — run a live mock discovery, sell us on a product. - Co-founder conversations (15 min) — meet the other cofounders. - Meet the Team in Person - Offer. COMPENSATION & BENEFITS - Base Salary: $100,000 - $150,000 - On-Target Earnings: $250,000 - $360,000+ (base plus uncapped commission) - Equity: Meaningful stake in a well-funded, fast-growing startup - Benefits: medical, vision, and dental, unlimited PTO - Hybrid in our D.C. or Brooklyn Navy Yard office, 3+ days a week in person, with travel to your vertical's buyers. The Yard built ships for the Navy from 1801 to 1966, now we build systems for Navy program offices. Due to the nature of our government work, this role is open only to U.S. citizens and other U.S. Persons. GovSignals is an equal opportunity employer.