Federal Account Executive

Istari Digital is a high-growth technology company enabling the next generation of AI-native engineering across aerospace, defense, and industrial enterprises. Our infrastructure platform orchestrates data across tools, organizations, and classification levels—removing barriers that limit digital engineering—and empowers customers to modernize mission-critical workflows and unlock meaningful ROI from digital transformation at scale. As demand accelerates across commercial aerospace & defense, we are expanding our sales organization to capture growth with major primes, tier suppliers, advanced hardware companies, and emerging defense innovators. Position Overview The Federal Account Executive is responsible for driving new business and expansion across U.S. federal customers—including the Department of Defense, Services, Intelligence Community, and federal civilian agencies. You will own the full sales cycle, from pipeline development and mission-driven discovery through technical evaluations, acquisition strategy, and contract award. Istari’s federal sales motion is highly consultative, technical, and programmatic; successful AEs understand mission requirements, digital engineering transformation priorities, and the complexities of federal acquisition and budgeting processes. You will collaborate closely with Solution Architects, Government Relations, Demand Generation, and Sales Operations to shape opportunities, navigate procurement pathways, and drive meaningful, long-term federal revenue growth. Core 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 Required Qualifications Experience - 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 Skills & Capabilities - Excellent discovery, qualification, and consulta