Federal Enterprise Account Executive

The posting, as Tractian Technologies wrote it

Sales at Tractian
Sales is the engine of Tractian’s growth. Our team opens new markets, wins industry leaders like Tesla, Micron, John Deere, and Bosch, and turns every customer into a long-term partner. You’ll sell a product that delivers immediate ROI and world-class revenue retention, with inbound demand that ranks in RepVue’s 98th percentile, so you spend your time closing, not chasing. Backed by investors who have built multiple unicorns and named to the Forbes AI 50, Tractian is redefining industrial technology. Top performers here don’t just hit their number. They’re recognized, rewarded, and empowered to overachieve.

What you'll do
As a Federal Enterprise Account Executive at Tractian, your sole mission is to hunt, break into, and close net-new accounts across federal, state, and local government agencies, as well as government-adjacent industrial organizations (defense manufacturing, public utilities, DoD installations, and similar mission-critical operations). You'll navigate long, multi-stakeholder government buying cycles and procurement processes, positioning Tractian's solution to drive operational readiness and efficiency for the agencies and programs that depend on it. If you're energized by the chase, know your way around a contract vehicle, and want to build a federal book of business from scratch, this role is for you.

Responsibilities

• Own the end-to-end sales cycle, from agency and prime/sub prospecting and initial discovery, through procurement, contract negotiation, and closing of net-new federal logos
• Aggressively prospect into target federal agencies, defense/DoD accounts, and government-adjacent industrial organizations
• Run deep technical discoveries and develop high-impact business cases that quantify ROI and mission/operational impact for government stakeholders
• Identify, map, and build champions across multi-stakeholder agency environments, including program, procurement, and technical evaluators
• Navigate federal contracting vehicles, set-asides, and procurement pathways (e.g., GSA Schedules, SEWP, GWACs, IDIQs) to bring Tractian solutions to market
• Partner with capture and proposal resources as needed to respond to RFIs, RFPs, and sources-sought notices
• Maintain a rigorous, predictable pipeline and accurate forecasting within HubSpot CRM
• Navigate procurement, security, and legal hurdles, and negotiate high-value government agreements

Requirements

• 5+ years of experience selling into federal, state, or local government accounts, with a proven and consistent track record of success
• A background heavily focused on net-new logo acquisition within government or highly regulated markets
• Working knowledge of federal procurement processes, contract vehicles, and compliance requirements (FAR/DFARS familiarity a plus)
• Proficiency in using a CRM for account analysis and opportunity management
• Strategic thinking with a focus on revenue growth and market expansion within the public sector
• Excellent interpersonal and negotiation skills, with the ability to build trust across agency stakeholders
• Ability to obtain and maintain any security clearance or badging required for the role, if applicable
• Travel up to 25-40% depending on account footprint

Bonus Points

• Experience in SaaS, Industrial/IoT, or defense-industrial sales
• Existing relationships with federal agencies, primes, or SLED accounts
• Experience with Shipley Capture Process, MEDDPICC, Command of the Message, or other formalized sales enablement methodologies
• Familiarity with GSA Schedules, SEWP, or other federal contract vehicles
• Active security clearance (or clearance eligibility)

Compensation & Benefits

• Competitive Compensation
• Premium Medical, Dental, and Vision Coverage
• Paid Time Off (PTO): 15 Days
• 401(k) Retirement Plan
• Wellhub Membership - Access a wide range of gyms and training programs.
• Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.