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Unison · 2 days ago

Senior Federal SaaS Account Executive (Washington D.C. Metro Remote)

United States

Full-time

Remote

Senior Level, Lead/Staff

8+ years exp

Unison is a company that provides innovative software solutions for federal agencies and government contractors. They are seeking a Senior Federal SaaS Account Executive to drive strategic expansion and long-term growth across complex federal enterprise accounts, focusing on building executive relationships and executing account strategies.

Information TechnologyProject ManagementSoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Serve as the strategic owner of assigned federal enterprise accounts, accountable for long-term growth, expansion strategy, and executive engagement

Operate with significant autonomy and independent judgment in managing complex deals, account strategy, and executive relationships, requiring little to no supervision

Proactively identify whitespace, unmet needs, and complex product expansion opportunities across multi-stakeholder environments

Build, deepen, and sustain executive-level relationships across agencies, including senior acquisition, IT, and mission leadership

Define, own, and execute structured, multi-year account plans aligned to customer goals, mission priorities, and Unison’s strategic plan

Ensure Unison maintains a competitive edge and continues year-over-year, profitable growth within a complex federal landscape

Expand Unison’s footprint by driving top-line revenue growth across an existing federal enterprise account base

Generate sustainable, account-driven revenue by establishing clear, measurable goals and building trusted relationships through consistent digital and in-person engagement

Lead efforts to identify, develop, and close high-impact expansion opportunities aligned to customer mission needs and acquisition workflows, leveraging Unison’s full product portfolio

Influence existing clients at the executive and senior leadership level by offering solutions that address enterprise-wide and cross-agency challenges

Own strategic customer relationships by developing comprehensive org maps, power-and-influence models, and account strategies; advise customers on federal acquisition best practices; and lead executive business reviews to demonstrate measurable value

Provide Unison leadership with strategic insight and recommendations on pipeline health, risk, opportunity, and account progress

Maintain highly accurate and reliable forecasts for revenue outlook, deal timing, and probability of win

Ensure customer success, retention, and advocacy by partnering with delivery and account teams to drive adoption, track outcomes, and develop customer champions and references

Stay informed on federal procurement trends, shifting agency priorities, budget dynamics, and competitive activity

Gather, synthesize, and share customer and market insights with Product and GTM teams to influence roadmap, messaging, and future offerings

Serve as a mentor and resource to other Account Executives by sharing best practices and supporting complex or critical sales efforts as needed

Qualification

Federal SaaS salesExecutive relationship managementComplex sales cyclesFederal contracting knowledgeSalesforce proficiencyAccount strategy developmentConsultative sellingResilienceCollaborationProblem-solving

Required

Minimum of 8+ years of direct sales experience selling SaaS or enterprise software withing the Federal government to executive leadership, with a consistent record of exceeding quota

Proven ability to navigate and win within complex federal enterprise environments, selling to multiple senior decision-makers such as SPEs, CIOs, CAOs, and program leadership

Strong background in Federal SaaS and/or software sales, including experience supporting FedRAMP-authorized solutions

Deep understanding of federal contracting and acquisition, with the ability to credibly engage acquisition, program, contracting, and technical stakeholders

Demonstrated success managing long, complex sales cycles and independently advancing opportunities through each stage

Experience driving expansion and growth within named or existing federal enterprise accounts with material revenue responsibility

Track record of translating complex customer requirements into compelling, outcome-oriented solutions

Ownership mindset with the ability to operate independently, partner with internal stakeholder, solve complex problems, and deliver results

Self-directed, resilient, and motivated, with a strong sense of urgency and a consistent, winning mindset

Comfortable operating in ambiguity while driving clarity, alignment, and results

Expert at articulating value-based solutions and speaking the language of federal buyers and contracting professionals to influence, negotiate, and respectfully challenge customer thinking

Strategic, consultative seller who operates as a trusted advisor at the executive level

Highly collaborative and effective in a matrixed environment, leveraging subject matter experts across Product, Delivery, and GTM

Maintain highly accurate and reliable forecasts for revenue outlook, deal timing, and probability of win

Ensure customer success, retention, and advocacy by partnering with delivery and account teams to drive adoption, track outcomes, and develop customer champions and references

Stay informed on federal procurement trends, shifting agency priorities, budget dynamics, and competitive activity

Gather, synthesize, and share customer and market insights with Product and GTM teams to influence roadmap, messaging, and future offerings

Serve as a mentor and resource to other Account Executives by sharing best practices and supporting complex or critical sales efforts as needed