Strategic Account Director, Federal

About the role

You are a product-minded strategist who thrives when given extreme autonomy to own the most complex federal accounts. You will architect and execute account strategies that penetrate deeply entrenched organizations and unlock multi-year transformation. This role demands a scrappy operator who builds trusted relationships with program managers, contracting officers, and technical evaluators alike. You will navigate the intricate landscape of federal contract vehicles and reseller partnerships to drive deal execution. The position requires close collaboration with internal experts to communicate our security posture and compliance readiness credibly. You will be responsible for forecasting long-cycle pipelines and providing critical market feedback to shape product and strategy. Success in this role means you actively define what winning looks like for our federal customers.

Key facts

What you'll do

Orchestrate end-to-end account strategies that break into and expand strategic federal accounts while respecting procurement realities.

Cultivate deep trust with stakeholders across the buying committee, aligning program managers, contracting officers, and technical evaluators to your vision.

Master the relevant contract landscape, including GSA Schedule, SEWP, CIO-SP3, OTA, and IDIQ, while leveraging resellers, SIs, or GovCon primes where appropriate.

Decode agency mission priorities, budget cycles, and procurement constraints to time and tailor your deal strategy precisely.

Collaborate seamlessly with solutions engineering and deployment teams to articulate our FedRAMP status, ATO processes, and security compliance.

Own the forecasting and reporting of a complex pipeline characterized by long federal sales cycles and evolving stakeholder dynamics.

Synthesize feedback from the field to inform product enhancements and strategic shifts required to win and expand within federal markets.

Maintain a cutting-edge expertise in our product suite and the broader federal buying environment, including evolving compliance requirements.

Engage in moderate travel to engage with key stakeholders and reinforce our in-office culture of excellence and velocity.

Champion the values of invention and execution to ensure customer wants are not just met but redefined in every interaction.

Drive consultative conversations that uncover latent needs and position our AI platform as essential infrastructure for federal transformation.

Build and sustain relationships with systems integrators and prime contractors to unlock access and accelerate procurement pathways.

Leverage your consultative selling methodology to construct value-based business cases that justify strategic investment in our platform.

Continuously refine your understanding of federal policy and emerging priorities to anticipate shifts in buying behavior and agency needs.

Act as the primary strategic advisor to C-suite stakeholders, translating complex federal challenges into clear, compelling narratives.

Requirements

You bring a minimum of 5 years of experience in federal or public sector enterprise sales, with a proven record of carrying and hitting strategic-level quota.

Your history includes successfully closing deals through at least one federal contract vehicle such as GSA Schedule, SEWP, CIO-SP3, OTA, or IDIQ, or via a reseller or SI partnership.

You possess a strong command of federal procurement processes, including the nuances of RFPs, RFIs, RFQs, and sole-source justifications.

You are comfortable discussing security and compliance topics such as FedRAMP, ATO, and CMMC with technical buyers and evaluators.

You demonstrate robust business acumen and the ability to communicate effectively in the language of C-suite executives.

You apply a consultative selling approach that focuses on delivering value-based solutions rather than transactional outcomes.

You excel at managing multiple stakeholders and coordinating cross-functional initiatives across complex decision-making units.

You hold a Bachelor's degree or can demonstrate equivalent work experience in a relevant field.

You are willing to undergo background checks and meet the standard eligibility requirements for handling federal accounts and data.

You are able to obtain and maintain the necessary security clearances or public trust certifications as required for engagement with sensitive federal information.

You commit to adhering to federal sales regulations and internal compliance policies that govern our engagements with government clients.

You are prepared to engage with procurement and legal teams to ensure all contractual instruments are executed accurately and efficiently.

You understand the importance of maintaining data security and privacy standards in all interactions with federal agencies.

You are dedicated to continuous learning about federal policy changes and their implications for technology procurement decisions.

Nice to have

An active or recently-active security clearance (Public Trust, Secret, or TS/SCI) that demonstrates your ability to operate in cleared environments.

Existing relationships with systems integrators or reseller partners that can facilitate access to federal decision-makers and accelerate deal cycles.

Practical notes

Decagon is an in-office company where moderate travel is expected as part of this role.

This position requires engagement with sensitive federal information, necessitating adherence to security protocols and eligibility requirements.