Senior Federal Account Executive

Description

CTERA is seeking a seasoned Senior Federal Account Executive to drive net-new business across U.S. Federal and Defense accounts.

This is a hunter role, focused on opening doors, extending and building a pipeline, and closing complex enterprise deals within the federal ecosystem.

The ideal candidate brings proven experience in selling enterprise software and or storage solutions into U.S. Federal agencies,

along with established relationships across agencies, federal system integrators, and partners.

This role owns the federal territory end-to-end and is accountable for new logo acquisition and revenue growth.

Requirements

• 10 plus years of experience in enterprise software and or storage sales with significant Federal or Defense sales experience
• Proven hunter mentality with a track record of closing net new federal accounts
• Existing relationships within U.S. Federal agencies and or major federal system integrators
• Strong understanding of federal procurement processes, including direct and partner-led models
• Experience selling complex solutions into regulated mission-critical environments
• Familiarity with cloud storage data management and networking technologies
• Ability to manage the full sales cycle from prospecting and pipeline development to closing
• Excellent presentation, communication and negotiation skills
• Self-starter able to work independently from a home office
• Willingness to travel extensively as required

Responsibilities

• Own and execute the federal sales strategy across assigned U.S. Federal and Defense agencies
• Drive net new logo acquisition through proactive prospecting and relationship building
• Build and manage a qualified federal pipeline from initial engagement through close
• Develop strong relationships with Federal agencies, prime contractors, and system integrators
• Navigate complex federal procurement processes, long sales cycles, and regulated environments
• Lead deal strategy, including partner led and direct federal engagements
• Work closely with internal teams, including pre sales, product marketing, and leadership
• Represent CTERA in federal customer meetings, partner briefings, and industry events