Federal Account Executive Jobs in Virginia
Federal Account Executive jobs in Virginia are among the most active in the country, concentrated in defense technology, cloud services, and cybersecurity, with demand at every level from entry-level inside sales to senior strategic account directors. The heaviest hiring is in Northern Virginia, Richmond, and the Hampton Roads corridor, where anchors like Leidos, SAIC, and Booz Allen Hamilton maintain large federal sales operations. The most sought-after specializations are IT infrastructure, cybersecurity solutions, and managed services aligned to federal civilian and defense agencies. Find a role that fits below and apply directly.
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Showing 5 of 24+ Federal Account Executive jobs
- RedMatter Solutions is seeking an experienced Federal Sales Executive to drive new business and expand our presence across the Federal Government. This is a hands-on, revenue-generating sales position focused on developing customer relationships, opening new accounts, originating business opportunities, and converting those efforts into profitable new revenue.
We are looking for someone who knows how to get in front of Federal customers, establish meaningful relationships, uncover customer needs, and create opportunities that RedMatter would not otherwise have identified or been positioned to pursue.
The Federal Sales Executive will work closely with company leadership, Program Managers, technical subject matter experts, and dedicated capture and proposal personnel. While these teams provide technical, research, and pursuit support, the Federal Sales Executive is expected to independently develop customer relationships, generate business opportunities, and remain actively engaged throughout the sales and pursuit lifecycle.
This position is distinct from RedMatter's internal capture function. The Federal Sales Executive is primarily responsible for external business development, customer relationships, opportunity origination, and revenue generation.
The successful candidate will be comfortable working in a growing small business environment with significant leadership and technical support, but where the salesperson is expected to take ownership of their activities, relationships, and results.
The position is based in the Washington, DC/Northern Virginia market and requires regular engagement with Federal customers, industry partners, and company leadership. The onsite/hybrid work arrangement will be confirmed during recruitment.
Requirements:Responsibilities
Customer Development and Revenue Generation
- Develop new Federal customer relationships and expand RedMatter's presence within targeted agencies, programs, and buying organizations.
- Independently originate new business opportunities through direct customer engagement, relationship development, referrals, and strategic industry partnerships.
- Identify and pursue opportunities in new agencies and within existing customer organizations where RedMatter can expand into new programs, buying organizations, or capability areas.
- Build and maintain relationships with Federal executives, program leaders, technical leaders, contracting personnel, prime contractors, OEMs, and other industry stakeholders.
- Develop and execute customer engagement strategies for assigned target agencies and accounts.
- Engage prospective customers to understand their mission challenges, technical requirements, funding priorities, and anticipated procurement needs.
- Identify potential opportunities before formal solicitations are released whenever possible.
- Independently generate substantive customer meetings and new business opportunities rather than relying primarily on company leadership for introductions.
- Represent RedMatter at relevant Federal industry events, conferences, association meetings, and partner engagements.
- Coordinate with RedMatter executives, Program Managers, and technical subject matter experts to support customer discussions and strengthen relationships.
Opportunity Origination and Advancement
- Identify and originate credible new business opportunities through direct customer and industry relationships.
- Perform initial sales qualification to assess customer needs, business potential, customer access, acquisition timing, and alignment with RedMatter's capabilities.
- Present promising opportunities to company leadership with a clear understanding of the customer requirement, business rationale, relationship status, and recommended next steps.
- Collaborate with the Capture & Growth Specialist on detailed opportunity qualification, competitive positioning, and pursuit strategies.
- Maintain accurate records of salesperson-originated opportunities, customer interactions, relationship activities, and next steps within RedMatter's CRM.
- Participate in bid/no-bid discussions and provide customer intelligence and recommendations based on firsthand relationships and market engagement.
- Actively advance originated opportunities through customer engagement, relationship development, and coordination with internal stakeholders.
- Remain actively involved in originated opportunities throughout capture, proposal development, and contract award, retaining primary responsibility for the customer and partner relationships developed.
Strategic Partnerships and Teaming
- Establish relationships with prime contractors, subcontractors, OEMs, and other industry partners that create access to new customers and contracting opportunities.
- Identify strategic partnerships that strengthen RedMatter's ability to compete for new business.
- Collaborate with the Capture & Growth Specialist on partner research, capability assessments, and pursuit-specific teaming strategies.
- Develop and maintain external partner relationships that create tangible business opportunities and support revenue growth.
- Support teaming discussions and negotiations in coordination with executive leadership and appropriate internal personnel.
Capture and Proposal Collaboration
- Provide customer insights, relationship intelligence, and firsthand market knowledge to support capture strategies.
- Coordinate with the Capture & Growth Specialist, who is responsible for formal capture planning, competitive assessments, consolidated pipeline management, and internal pursuit coordination.
- Participate in capture reviews, pursuit strategy discussions, proposal kickoffs, and bid/no-bid decisions.
- Contribute to customer-focused differentiators, win themes, and competitive positioning based on direct customer engagement.
- Support proposal and technical teams with relevant customer and partner intelligence.
- Maintain customer engagement and sales accountability through the pursuit lifecycle without assuming responsibility for formal capture management or proposal production.
Sales Performance and Accountability
- Develop and maintain a portfolio of independently originated, qualified Federal business opportunities.
- Establish and maintain meaningful relationships with prospective Federal customers and target buying organizations.
- Consistently demonstrate progress in customer access, opportunity development, and advancement toward contract awards.
- Maintain accurate sales activity documentation and opportunity information in coordination with RedMatter's capture function.
- Meet established customer development, opportunity origination, pipeline development, and revenue performance objectives.
- Work toward an annual Recognized Adjusted Revenue quota of $4 million, as established in RedMatter's variable compensation plan.
- Generate profitable new business through independently originated opportunities and qualifying expansion within existing customer environments.
- Demonstrate clear personal contributions to new customer relationships, originated business opportunities, and resulting contract awards.
Required Qualifications
- Bachelor's degree or equivalent combination of education and relevant professional experience.
- Minimum of 7 years of experience in Federal technology services sales, business development, account development, or related revenue-generating activities.
- Demonstrated experience personally developing Federal customer relationships and originating new business opportunities.
- Proven ability to generate new Federal business through direct customer engagement, rather than relying primarily on procurement forecasts, existing corporate leads, or capture activities.
- Demonstrated success contributing directly to Federal contract wins, task orders, or other measurable new revenue.
- Working knowledge of the Federal acquisition lifecycle, procurement processes, and contracting environment.
- Experience developing relationships with Federal decision makers, program leaders, contracting personnel, prime contractors, and strategic industry partners.
- Experience selling Federal IT, cybersecurity, cloud, identity and access management, or related technology and professional services.
- Familiarity with Federal contract vehicles and acquisition approaches, including GWACs, BPAs, IDIQs, and task orders.
- Ability to independently manage multiple customer relationships, sales pursuits, and competing priorities.
- Strong interpersonal, communication, negotiation, and relationship-building skills.
- Ability to engage credibly with both technical stakeholders and executive decision makers.
- Experience using CRM systems to document sales activities, manage opportunities, and maintain accurate forecasts.
- Demonstrated ability to collaborate effectively with capture, proposal, technical, program management, and executive personnel.
- U.S. citizenship and the ability to obtain a Federal security clearance.
Preferred Qualifications
- Experience generating new business for a small or midsize Federal government contractor.
- Established relationships within Federal civilian, Department of Defense, or Intelligence Community agencies.
- Demonstrated success independently opening new Federal accounts or expanding into new buying organizations.
- Experience selling cybersecurity, Zero Trust, ICAM, PKI, Microsoft technologies, cloud infrastructure, or related Federal IT services.
- Experience developing strategic teaming partnerships with Federal prime contractors, subcontractors, and technology providers.
- Experience generating business through existing Federal contracting vehicles and small-business teaming arrangements.
- Experience working alongside dedicated capture and proposal teams while retaining responsibility for customer relationships and sales outcomes.
- Active Federal security clearance.
- RedMatter Solutions is seeking an experienced Federal Sales Executive to drive new business and expand our presence across the Federal Government. This is a hands-on, revenue-generating sales position focused on developing customer relationships, opening new accounts, originating business opportunities, and converting those efforts into profitable new revenue.
We are looking for someone who knows how to get in front of Federal customers, establish meaningful relationships, uncover customer needs, and create opportunities that RedMatter would not otherwise have identified or been positioned to pursue.
The Federal Sales Executive will work closely with company leadership, Program Managers, technical subject matter experts, and dedicated capture and proposal personnel. While these teams provide technical, research, and pursuit support, the Federal Sales Executive is expected to independently develop customer relationships, generate business opportunities, and remain actively engaged throughout the sales and pursuit lifecycle.
This position is distinct from RedMatter's internal capture function. The Federal Sales Executive is primarily responsible for external business development, customer relationships, opportunity origination, and revenue generation.
The successful candidate will be comfortable working in a growing small business environment with significant leadership and technical support, but where the salesperson is expected to take ownership of their activities, relationships, and results.
The position is based in the Washington, DC/Northern Virginia market and requires regular engagement with Federal customers, industry partners, and company leadership. The onsite/hybrid work arrangement will be confirmed during recruitment.
Requirements:Responsibilities
Customer Development and Revenue Generation
- Develop new Federal customer relationships and expand RedMatter's presence within targeted agencies, programs, and buying organizations.
- Independently originate new business opportunities through direct customer engagement, relationship development, referrals, and strategic industry partnerships.
- Identify and pursue opportunities in new agencies and within existing customer organizations where RedMatter can expand into new programs, buying organizations, or capability areas.
- Build and maintain relationships with Federal executives, program leaders, technical leaders, contracting personnel, prime contractors, OEMs, and other industry stakeholders.
- Develop and execute customer engagement strategies for assigned target agencies and accounts.
- Engage prospective customers to understand their mission challenges, technical requirements, funding priorities, and anticipated procurement needs.
- Identify potential opportunities before formal solicitations are released whenever possible.
- Independently generate substantive customer meetings and new business opportunities rather than relying primarily on company leadership for introductions.
- Represent RedMatter at relevant Federal industry events, conferences, association meetings, and partner engagements.
- Coordinate with RedMatter executives, Program Managers, and technical subject matter experts to support customer discussions and strengthen relationships.
Opportunity Origination and Advancement
- Identify and originate credible new business opportunities through direct customer and industry relationships.
- Perform initial sales qualification to assess customer needs, business potential, customer access, acquisition timing, and alignment with RedMatter's capabilities.
- Present promising opportunities to company leadership with a clear understanding of the customer requirement, business rationale, relationship status, and recommended next steps.
- Collaborate with the Capture & Growth Specialist on detailed opportunity qualification, competitive positioning, and pursuit strategies.
- Maintain accurate records of salesperson-originated opportunities, customer interactions, relationship activities, and next steps within RedMatter's CRM.
- Participate in bid/no-bid discussions and provide customer intelligence and recommendations based on firsthand relationships and market engagement.
- Actively advance originated opportunities through customer engagement, relationship development, and coordination with internal stakeholders.
- Remain actively involved in originated opportunities throughout capture, proposal development, and contract award, retaining primary responsibility for the customer and partner relationships developed.
Strategic Partnerships and Teaming
- Establish relationships with prime contractors, subcontractors, OEMs, and other industry partners that create access to new customers and contracting opportunities.
- Identify strategic partnerships that strengthen RedMatter's ability to compete for new business.
- Collaborate with the Capture & Growth Specialist on partner research, capability assessments, and pursuit-specific teaming strategies.
- Develop and maintain external partner relationships that create tangible business opportunities and support revenue growth.
- Support teaming discussions and negotiations in coordination with executive leadership and appropriate internal personnel.
Capture and Proposal Collaboration
- Provide customer insights, relationship intelligence, and firsthand market knowledge to support capture strategies.
- Coordinate with the Capture & Growth Specialist, who is responsible for formal capture planning, competitive assessments, consolidated pipeline management, and internal pursuit coordination.
- Participate in capture reviews, pursuit strategy discussions, proposal kickoffs, and bid/no-bid decisions.
- Contribute to customer-focused differentiators, win themes, and competitive positioning based on direct customer engagement.
- Support proposal and technical teams with relevant customer and partner intelligence.
- Maintain customer engagement and sales accountability through the pursuit lifecycle without assuming responsibility for formal capture management or proposal production.
Sales Performance and Accountability
- Develop and maintain a portfolio of independently originated, qualified Federal business opportunities.
- Establish and maintain meaningful relationships with prospective Federal customers and target buying organizations.
- Consistently demonstrate progress in customer access, opportunity development, and advancement toward contract awards.
- Maintain accurate sales activity documentation and opportunity information in coordination with RedMatter's capture function.
- Meet established customer development, opportunity origination, pipeline development, and revenue performance objectives.
- Work toward an annual Recognized Adjusted Revenue quota of $4 million, as established in RedMatter's variable compensation plan.
- Generate profitable new business through independently originated opportunities and qualifying expansion within existing customer environments.
- Demonstrate clear personal contributions to new customer relationships, originated business opportunities, and resulting contract awards.
Required Qualifications
- Bachelor's degree or equivalent combination of education and relevant professional experience.
- Minimum of 7 years of experience in Federal technology services sales, business development, account development, or related revenue-generating activities.
- Demonstrated experience personally developing Federal customer relationships and originating new business opportunities.
- Proven ability to generate new Federal business through direct customer engagement, rather than relying primarily on procurement forecasts, existing corporate leads, or capture activities.
- Demonstrated success contributing directly to Federal contract wins, task orders, or other measurable new revenue.
- Working knowledge of the Federal acquisition lifecycle, procurement processes, and contracting environment.
- Experience developing relationships with Federal decision makers, program leaders, contracting personnel, prime contractors, and strategic industry partners.
- Experience selling Federal IT, cybersecurity, cloud, identity and access management, or related technology and professional services.
- Familiarity with Federal contract vehicles and acquisition approaches, including GWACs, BPAs, IDIQs, and task orders.
- Ability to independently manage multiple customer relationships, sales pursuits, and competing priorities.
- Strong interpersonal, communication, negotiation, and relationship-building skills.
- Ability to engage credibly with both technical stakeholders and executive decision makers.
- Experience using CRM systems to document sales activities, manage opportunities, and maintain accurate forecasts.
- Demonstrated ability to collaborate effectively with capture, proposal, technical, program management, and executive personnel.
- U.S. citizenship and the ability to obtain a Federal security clearance.
Preferred Qualifications
- Experience generating new business for a small or midsize Federal government contractor.
- Established relationships within Federal civilian, Department of Defense, or Intelligence Community agencies.
- Demonstrated success independently opening new Federal accounts or expanding into new buying organizations.
- Experience selling cybersecurity, Zero Trust, ICAM, PKI, Microsoft technologies, cloud infrastructure, or related Federal IT services.
- Experience developing strategic teaming partnerships with Federal prime contractors, subcontractors, and technology providers.
- Experience generating business through existing Federal contracting vehicles and small-business teaming arrangements.
- Experience working alongside dedicated capture and proposal teams while retaining responsibility for customer relationships and sales outcomes.
- Active Federal security clearance.
See All 24 Federal Account Executive Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
Find JobsFederal Account Executive Jobs by City in Virginia
Where Virginia roles are concentrated, by current openings.
Federal Account Executive Job Market in Virginia
A snapshot from current Virginia openings, updated as new roles post.
Who's Hiring
Top Industries Hiring
- Technology & Software
- Construction & Real Estate
What Virginia Employers Look For
The qualifications that appear most often in federal account executive jobs across Virginia.
- Active or eligible DoD security clearance, at minimum Secret level, required by most Virginia federal employers
- Bachelor's degree in business, information technology, or a related field typically required
- Three or more years of B2G or federal sales experience with a documented record of quota attainment
- Familiarity with the federal procurement process including GSA schedules and IDIQ contract vehicles
- Proficiency with CRM platforms such as Salesforce to manage pipelines and forecast federal opportunities
- Strong knowledge of FAR and DFARS compliance requirements relevant to Virginia-based federal contractors
Federal Account Executive Jobs in Virginia: Frequently Asked Questions
How do you become a federal account executive in Virginia?
The most direct path is a bachelor's degree in business, technology, or a related field combined with experience in federal contracting or B2G sales. Virginia has no state-issued license specific to this role, but obtaining a DoD security clearance is a practical prerequisite for most positions in Northern Virginia and Hampton Roads. Employers strongly favor candidates familiar with federal acquisition regulations and GSA schedule selling, which you can develop through entry-level business development or capture analyst roles at Virginia-based contractors.
How much do federal account executives make in Virginia?
Federal account executives in Virginia earn a median of about $72,640 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $37,700 for the lowest 10% to over $169,610 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire federal account executives in Virginia?
Employers hiring federal account executives in Virginia right now include ServiceNow, Exiger, and Salesforce, based on current listings on Migrate Mate as of November 2026. Virginia's dense concentration of federal civilian agencies and defense commands makes it one of the most active states in the country for this role.
Which Virginia cities have the most federal account executive jobs?
Reston, McLean, and Vienna have the most federal account executive openings in Virginia. Northern Virginia dominates because of its proximity to the Pentagon, federal civilian agencies, and the dense cluster of defense and IT contractors headquartered in Tysons, Reston, and Herndon, while Richmond draws openings tied to state government accounts and Richmond-based technology firms, and Hampton Roads benefits from major Navy and Coast Guard installations driving sustained demand.
Are there remote federal account executive jobs in Virginia?
Yes, and more than many sales fields, given that much of the role involves strategy, pipeline management, and stakeholder communication that can happen off-site. About 92% of federal account executive openings tied to Virginia are remote or hybrid as of November 2026, though positions requiring a security clearance or regular customer-site access in the National Capital Region tend to be hybrid rather than fully remote. Pre-sales and inside-sales positions are the most likely to offer fully remote arrangements.
How can I get hired as a federal account executive in Virginia with little or no experience?
The most realistic entry path is through a business development coordinator or inside sales associate role at a Virginia-based federal IT contractor, where you learn federal acquisition processes on the job. Large Northern Virginia employers like Leidos, SAIC, and Perspecta run associate and rotational programs that place early-career candidates on federal accounts. Earning a CompTIA Security+ certification or completing a Shipley Business Development Foundation course signals seriousness to hiring managers and gives candidates a concrete edge before their first quota-carrying role.
Where can I find and apply to federal account executive jobs in Virginia?
You can find and apply to federal account executive jobs in Virginia on Migrate Mate, which lists current Virginia openings across Northern Virginia, Richmond, Hampton Roads, and other markets in the state. Find roles that fit your experience and clearance level and apply directly.
See All 24 Federal Account Executive Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
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