[Remote] Federal Key Account Executive

Note: The job is a remote job and is open to candidates in USA. Collaboration.Ai is a mission-focused, AI-powered software and services company based in Minnesota, seeking a proactive Federal Key Account Executive. The role involves leading growth across U.S. Department of Defense and federal agencies by building strategic relationships, capturing new opportunities, and ensuring customer success with their innovation platforms.ResponsibilitiesBuild and execute the territory planRun outbound prospecting into innovation units and mission sponsorsQualify opportunities against the ICP, maintain 3x pipeline coverage, and partner with marketing on events and ABMLead capture planning and contract vehicle strategy (SBIR/STTR, CSO, OTA, BOA, direct award)Assemble and direct deal teams, drawing on Product & Engineering for demos and Managed Services for delivery credibilityDevelop proposals and RFP responses, then negotiate and close with Contracting OfficersDeliver a handoff memo within 10 business days, accepted by the Account Manager, Program Manager, and Customer Success ManagerKeep CRM hygiene current weekly and submit a weighted forecast monthlyGather market intelligence and refer named-account opportunities to the Account ManagerIdentify, qualify, and capture new opportunities through proactive prospecting, attendance at industry days, and engagement with defense innovation organizations across the Department of War, and othersBuild and maintain executive relationships with Program Managers, Contracting Officers, Chiefs of Staff, Innovation Leads, and other decision-makers and key influencers across each accountLead a consultative sales process that translates mission challenges into measurable platform outcomes, advancing opportunities through the full federal sales cycleEstablish revenue and margin goals for each account and execute an Annual Account Growth Plan aligned to federal fiscal year planning, color of money, and program milestonesDevelop and maintain a qualified pipeline of federal opportunities, tracked diligently in the company CRM with accurate forecasts and next stepsShape opportunities in coordination with DoW spending cycles and customer requirements; while in parallel provide internal business recommendations of contract vehicle onboarding and positioning to win future workLead or support capture activities including opportunity qualification, win strategy, competitive analysis, teaming decisions, and pricing-to-winContribute to proposal development in partnership with capture, product, and leadership teams, including writing and reviewing technical, management, and past-performance contentStay informed on FAR, DFARS, OTAs and other federal procurement trends that influence buying behaviorServe as the executive sponsor for assigned federal accounts, ensuring customers realize measurable mission value from NetworkOS and CrowdVectorPartner closely with our Mission Success and Customer Success teams to ensure smooth onboarding, strong adoption, and renewal-ready accountsConduct executive briefings, QBRs, and program reviews with senior government and industry stakeholdersEducate customers on the full Collaboration.Ai product suite, new releases, and federal-specific capabilitiesCapture and route customer feedback to product, engineering, and operations teams to improve fit for federal and defense use casesProvide strategic advice on optimizing innovation and collaboration processes for defense and federal missions, using Collaboration.Ai methodologies and platformsAnalyze customer needs, mission priorities, and stakeholder dynamics to recommend tailored approaches that drive sales planning and forecastingTranslate customer goals into actionable use cases and measurable success criteria aligned to mission outcomesMaintain a working understanding of the defense innovation ecosystem, key competitors, and emerging mission needs, and share findings with the broader Collaboration.Ai teamPartner with sales leadership, marketing, product, mission success, and customer success teams to deliver a seamless customer experienceCoordinate with external partners, primes, and government stakeholders to ensure consistent communication and aligned executionIdentify opportunities to improve internal processes related to federal pursuits, capture, and account management, and help drive implementationSkills5 or more years of B2G (business-to-government) account management, capture, or federal sales experience, with a clear track record of meeting or exceeding revenue targets in the federal/defense marketDemonstrated experience selling SaaS or technology platforms into the U.S. Department of Defense/War, military services, or federal civilian agenciesWorking knowledge of the federal procurement process, fiscal year cycles, color of money, and common contract vehiclesExperience navigating relationships with prime contractors, systems integrators, and federal program officesExceptional written and verbal communication skills, with proven ability to present and influence credibly at executive and senior government levelsStrong project and pipeline management discipline, including accurate forecasting and CRM hygieneExperience using AI tools to accelerate research, sharpen communication, draft proposal content, and increase overall efficiency in a SaaS or federal sales environmentAbility to thrive in a fast-paced, dynamic, early-stage environment with minimal supervisionU.S. citizenship requiredWillingness to travel occasionally for company and customer engagementsActive or recent U.S. government security clearance (Secret or higher)Prior U.S. military service or experience working inside a DoW or federal civilian agencyExperience with innovation, collaboration, knowledge management, or open-innovation platformsPrevious experience in a startup, scale-up, or other agile environmentEstablished network within the defense innovation ecosystem (DIU, AFWERX, SOFWERX, etc.)Bachelor's degree or equivalent professional experienceBenefitsEarn a competitive salary and 401K, plus medical, dental, vision, life, and disability insurance.Enjoy a flexible schedule.Company OverviewCollaboration.Ai develops software and services to enable intelligent collaboration that delivers meaningful impact. It was founded in 2017, and is headquartered in Minneapolis, Minnesota, USA, with a workforce of 51-200 employees. Its website is https://collaboration.ai.