Enterprise Account Executive, Federal

Please note this is a fully remote role within the United States. 

NEOGOV is a fast-growing SaaS leader in the Public Sector with a mission to serve the people who serve the people. Our clients use our software to manage their employee lifecycle from hire to retire by streamlining processes in our centralized platform.  We are passionate about technology, focused on customer success, and have an entrepreneurial environment where innovation is encouraged and rewarded. 

NEOGOV is one of the top 50 fastest growing private software companies in the U.S. — Sound like a company you'd like to join? We are looking for top talent to make significant contributions to our products, technology, and customers.

• Category leadership & impact A modern, integrated platform agencies recognize and love across Compliance/Policy, and our Power products for public safety and compliance. You’ll help federal agencies modernize mission-critical operations and compliance.
• Federal white space with tailwinds We have strong public sector credibility and are now doubling down on the Federal market. You’ll work in a high-potential, under-penetrated segment where your wins help shape our federal go-to-market playbook.
• Startup mentality, real backing Operate with the speed and creativity of a startup—testing, iterating, and building new motions—while benefiting from NEOGOV’s resources, existing brand, and product depth. You won’t just run a playbook; you’ll help write it.
• Elite enablement & tech stack Sell with tools sellers dream about—Salesforce, Gong (AI-driven call insights & coaching), Outreach (sequencing & prospecting), Highspot (content), Google Workspace, and AI copilots to research, tailor messaging, and build business cases.
• Growth and mobility Clear pathways for advancement, leadership that invests in coaching, and a culture of accountability, inclusion, and doing the right thing for customers. As one of the earlier federal AEs, you’ll have outsized visibility and influence.

As an Enterprise Account Executive (Federal, Power Products), you will be one of the key builders of NEOGOV’s Federal business. You’ll own a portfolio of federal agencies (civilian, defense, and/or justice/homeland) and strategic partners. You’ll generate and advance pipeline from mostly net-new logos, run consultative discovery, build multithreaded relationships, and orchestrate complex, compliance-heavy buying cycles from first meeting through procurement and implementation.

You will align NEOGOV’s Power product suite to federal priorities—compliance, risk reduction, operational efficiency, transparency, and mission readiness—and deliver clear, defensible ROI. You’re excited by ambiguity, energized by white space, and comfortable creating structure where none exists.

• Own and execute your federal territory plan across targeted agencies and partner ecosystems.

• Run multi-channel prospecting (Outreach sequences, social, events, partner referrals, thought leadership).

• Test and refine messaging for federal personas (program owners, chiefs, compliance, CIO/CISO, contracting).

Discovery & diagnosis

• Lead executive-level and program-level discovery to surface mission outcomes, compliance requirements, and buying criteria.

• Qualify rigorously using MEDDPICC (or similar) to understand Metrics, Economic Buyer, Decision Process/Criterion, Paper Process, Pain, Champion, and Competition.

Product storytelling for Power products

• Deliver tailored, value-based demos (virtually or on-site) with Sales Engineering focused on Power solutions.

• Translate use cases—policy management, training and readiness, standards/compliance, investigations, etc.—into tangible federal outcomes (reduced risk, audit-readiness, faster reporting, improved transparency).

Business cases & ROI

• Quantify impact around compliance, time savings, audit preparedness, and mission-critical process efficiency.

• Build compelling proposals and justifications that stand up to scrutiny from program offices, IT/security, finance, and contracting.

Deal orchestration in the Federal ecosystem

• Multithread across program leadership, IT, security, legal, procurement, and contracting officers.

• Collaborate with partners (resellers, SIs, and prime contractors) to structure and close deals through appropriate federal channels.

Startup-style experimentation & feedback

• Provide structured feedback to Leadership on federal needs.

• Help shape playbooks, messaging, and enablement assets for future federal GTM hires.

Forecasting & hygiene

• Maintain accurate pipeline, next steps, and close plans in Salesforce; forecast weekly with precision.

• Document learnings, account intelligence, and competitive insights to help the broader team win in federal.

Enablement & coaching

• Use Gong to review calls, track topics/risks, and continuously improve your talk tracks.

• Leverage Highspot for content and Klue (or similar) for competitive intel.

AI leverage

• Use approved AI tools to research agencies, tailor messaging, summarize calls, and draft business narratives—always with human judgment and compliance.

Cross-functional teamwork

• Partner closely with SDRs, Marketing, Product, Customer Success, Professional Services, Legal/Security, and Finance to accelerate cycles and ensure a strong handoff.

Market presence

• Travel for key on-sites, conferences, and federal events (approx. 15–25%), with regular presence in DC and other federal hubs as needed.

• Builder mentality: you’re excited to create structure, not just inherit it.

• High ownership, urgency, and bias to action-you run toward problems, not away from them.

• Resilience in the face of long sales cycles, ambiguity, and changing priorities.

• 3–5+ years of quota-carrying SaaS sales experience (enterprise or upper mid-market).

• Experience selling into the Federal market or highly regulated public sector customers; direct federal agency experience is a must have! 

• Track record of exceeding new-business targets in complex, multi-stakeholder deals with formal procurement processes.

Sales craft

• Mastery of consultative selling, multithreading, and executive communication.

• Familiarity with MEDDPICC (or similar methodology) and comfort building detailed opportunity and close plans.

Federal & compliance fluency

• Ability to navigate federal acquisition and procurement cycles, contract vehicles, security reviews, and compliance requirements.

• Comfort collaborating with internal security, legal, and compliance teams to move deals forward.

Tools & skills

• Proficiency with our enablement stack: Salesforce, Gong, Outreach, Highspot, Google Workspace; comfort adopting AI tools responsibly.

• Strong business acumen with the ability to build data-driven ROI cases and speak credibly with technical and non-technical stakeholders.

• High integrity, low ego, and strong follow-through

• New ARR attainment at/above quota from federal agencies, with healthy deal quality and margin.

• Net-new logos and successful land-and-expand motions within early federal customers.

• Consistent forecast accuracy and CRM hygiene (stage progression, next steps, close plans).

• High-quality discovery, compelling ROI narratives, and referenceable early federal customers.

• Tangible contributions to our federal GTM playbook (messaging, competitive intel, patterns, and repeatable motions).

• Active engagement with enablement (Gong call reviews, coaching plans) and contribution to peer learning.
  
  

• Competitive Wages

• Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1

• Generous PTO to support work-life balance

• 401K Matching

• 12-week Paid Parental Leave

• Autonomy to grow and find your career path with supportive leadership

• Remote working opportunities

• Inclusive and diverse work environment