Federal Account Director, Intelligence Community

Quick Facts

• Role: Federal Account Director (Intelligence Community)

• Work model: Hybrid (3 days/week in office)

• Location focus: Washington, D.C. / Northern Virginia corridor with frequent on-site engagement, including classified environments

Description

You will manage key U.S. Intelligence Community accounts and drive AI adoption from initial consideration through successful deployment and expansion. You’ll lead the full sales cycle, partnering with Solutions and Research Engineering to design complex customer programs across cloud, hybrid, on-premises, and air-gapped environments. The role also requires navigating classified procurement, acquisition, contracting, and security requirements while owning revenue targets and account forecasting/reporting.

Responsibilities

• Develop and execute comprehensive account strategies for a focused set of Intelligence Community accounts

• Drive opportunities through the full sales cycle: pipeline generation, capture/co-sell strategy, and expansion

• Build trusted relationships with senior leaders, mission owners, technical stakeholders, and acquisition decision-makers

• Partner with Solutions and Research Engineering to design and execute complex deployments

• Create capture and co-sell strategies with federal systems integrators and mission partners for multi-year programs of record

• Align opportunity planning and deal strategy to MIP and NIP funding cycles, classified contract vehicles, and appropriations timing

• Demonstrate and translate technical fit across cloud, hybrid, on-premises, and air-gapped environments into mission outcomes

• Own and manage Intelligence Community consumption revenue targets

• Oversee revenue forecasting, pipeline management, and account reporting

• Analyze account performance and provide actionable insights

• Monitor priorities, policies, acquisition trends, competitors, and partners to inform product roadmap and company strategy

• Navigate security, compliance, procurement, and contracting requirements

• Collaborate cross-functionally with Solutions, Product, Engineering, Government Affairs, Marketing, Communications, Business Operations, People Operations, Finance, and Legal

• Support recruitment and onboarding of Intelligence Community-focused team members

Benefits

• Hybrid work model (3 days/week in office)

• Relocation assistance for new employees