istaridigital.ai - Istari Digital - Federal Account Executive
Requirements
• 5–10+ years of quota-carrying enterprise or federal sales experience • Experience selling into DoD, IC, or federal civilian agencies • Experience navigating federal acquisition processes (SBIR, OTA, IDIQ, BPA) • Track record of closing complex, multi-stakeholder federal deals • Excellent discovery, qualification, and consultative selling capabilities. • Ability to translate technical workflows into compelling business value for engineering-centric organizations. • Strong written and verbal communication skills; exceptional presenter and storyteller. • High ownership, persistence, and comfort operating in a dynamic, early-stage environment. • Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use-cases / connections at Istari • Experience with major DoD branches or IC agencies • Experience transitioning programs from pilot to program of record • Familiarity with IL2–IL6 environments, FedRAMP, or ATO processes • Familiarity with engineering software ecosystems, including PLM (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms
Responsibilities
• Pipeline Generation & Capture Ownership • Build and execute account and capture strategies across DoD, IC, and federal civilian agencies • Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams • Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs • Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities • Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway • Sales Execution & Deal Management • Own the full federal sales cycle from initial engagement through contract award • Conduct discovery to understand mission objectives, engineering challenges, and program constraints • Partner with Solution Architects to design compliant architectures and execute proofs of value • Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA) • Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency • Navigate complex stakeholder environments across program, engineering, and contracting • Lead pricing strategy, proposal development, and negotiations • Cross-Functional Collaboration • Partner with Solution Architects to win technical validation • Work with Government Relations to align opportunities with funding and policy priorities • Collaborate with Contracts, Legal, and Finance on proposals and compliance • Provide insights to Product and Engineering on federal requirements • Contribute to federal GTM strategy and capture plans • Customer Relationship Building & Expansion • Build trusted relationships with program managers, engineering leaders, and contracting stakeholders • Drive expansion from pilot to program of record and enterprise adoption • Align account growth with mission priorities and budget cycles • Position Istari as foundational infrastructure for secure digital engineering
Benefits
• Shape the future of digital engineering across the DoD and national security ecosystem. • Lead the technical motion at the intersection of AI, engineering infrastructure, and multi-domain collaboration. • Work directly engineering leadership and mission stakeholders on high-impact deployments. • Influence the product roadmap through real mission needs and demo feedback.
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