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Federal Account Executive Jobs in Reston, VA (NOW HIRING)

Elastic

Federal Account Executive - NIH / CDC

Arlington, VA · On-site

$226K - $358K/yr

What Is The Role Elastic, the Search AI company, is seeking a dynamic Federal Account Executive . As an integral part of our growth strategy, you will play a key role in growing our presence within ...

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Federal Account Executive information

See Reston, VA salary details

$31.7K

$83.7K

$151.1K

How much do federal account executive jobs pay per year?

As of Aug 11, 2026, the average yearly pay for federal account executive in Reston, VA is $83,738.00, according to ZipRecruiter salary data. Most workers in this role earn between $57,100.00 and $100,400.00 per year, depending on experience, location, and employer.

What are the key skills and qualifications needed to thrive as a federal account executive?

To thrive as a Federal Account Executive, you need expertise in government sales cycles, contract negotiation, and a deep understanding of federal procurement processes, often supported by experience selling to public sector clients. Familiarity with CRM software, federal acquisition systems (such as SAM.gov), and relevant security clearances or certifications is typically required. Strong relationship-building, strategic communication, and problem-solving abilities help distinguish top performers in this role. These skills are crucial for successfully navigating complex government sales environments and securing long-term federal contracts.

What is a federal account executive?

A Federal Account Executive is a sales professional who manages relationships and sales processes with U.S. government agencies and departments. They are responsible for identifying opportunities, developing proposals, and closing deals with federal clients, often working on complex contracts and navigating government procurement procedures. This role requires a deep understanding of federal regulations, contracting vehicles, and compliance requirements. Federal Account Executives often work for technology, consulting, or service companies that provide products or solutions to the government. Strong communication and negotiation skills are essential for success in this position.

What are the biggest challenges federal account executives face when navigating government procurement processes?

Federal Account Executives often encounter challenges related to the complexity of government procurement regulations, such as FAR and agency-specific requirements. Navigating lengthy sales cycles, ensuring compliance with security and contractual standards, and coordinating with multiple stakeholders across both client agencies and their own organization are common hurdles. Building relationships with government decision-makers and understanding evolving policy changes are also crucial for success. Staying proactive and detail-oriented helps overcome these challenges and build lasting partnerships.

What does a federal account executive do?

A federal account executive manages sales and client relationships with government agencies, often focusing on securing contracts and understanding federal procurement processes. They typically need strong communication skills, knowledge of government regulations, and may use CRM tools to track sales activities.
What are the most commonly searched types of Federal Account jobs in Reston, VA? The most popular types of Federal Account jobs in Reston, VA are:
What job categories do people searching Federal Account Executive jobs in Reston, VA look for? The top searched job categories for Federal Account Executive jobs in Reston, VA are:
What cities near Reston, VA are hiring for Federal Account Executive jobs? Cities near Reston, VA with the most Federal Account Executive job openings:
Federal Account Executive jobs near you
Infographic showing various Federal Account Executive job openings in Reston, VA as of August 2026, with employment types broken down into 1% As Needed, 79% Full Time, 19% Part Time, and 1% Contract. Highlights an 96% Physical, 1% Hybrid, and 3% Remote job distribution, with an average salary of $83,738 per year, or $40.3 per hour.

Federal Account Executive - Federal Civilian Agencies

iCounter

Arlington, VA • On-site

$300K/yr

Full-time

Medical, Dental, Vision, Life

Re-posted 6 days ago

Job description

About iCOUNTER
iCOUNTER is building the future of cybersecurity. Modern enterprises rely on thousands of third parties, suppliers, SaaS providers, contractors, and digital partners. At the same time, attackers have shifted their focus to these trusted relationships. Today, nearly half of reported breaches involve a third party, making the extended enterprise one of the largest attack surfaces in cybersecurity.
iCOUNTER is the first Risk Intelligence company built to help organizations identify, determine, and counter threats across their ecosystem. Our AI-native platform makes a Risk Determination at the point of intelligence collection, helping organizations understand what is real, what is relevant, and what requires action.
At the center of our platform is CTOS™, the Counter Threat Operating System. CTOS continuously monitors adversary activity, credential exposure, targeting behavior, and ecosystem risk across third and fourth parties. It then routes intelligence into action through automated workflows and managed operations.
Position Overview
iCOUNTER is seeking a highly motivated Federal Account Executive to drive revenue growth and strategic customer engagement across U.S. Federal Civilian Agencies. This role is responsible for identifying, developing, and closing new business opportunities while building trusted relationships with agency leaders responsible for cybersecurity, fraud prevention, risk management, investigations, compliance, and operational resilience.
Key Responsibilities
  • Identify, qualify, and close new business opportunities across the defense sector while managing complex sales cycles from initial engagement through contract award and deployment
  • Develop and execute strategic account plans to drive revenue growth, expand market presence, and build a robust pipeline through proactive prospecting, networking, and relationship development
  • Build trusted relationships with military leaders, civilian executives, cybersecurity professionals, acquisition personnel, and program managers to align iCOUNTER solutions with mission objectives
  • Conduct executive briefings, solution demonstrations, and strategic planning sessions to position iCOUNTER as a trusted cybersecurity partner
  • Provide customer and market intelligence to inform product strategy, competitive positioning, and go-to-market initiatives while consistently achieving revenue and growth objectives

Required Skills
  • 5+ years of successful sales experience supporting federal civilian agencies
  • Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, enterprise software, or related technology sectors
  • Experience managing complex federal sales cycles involving multiple stakeholders
  • Strong prospecting, relationship-building, and opportunity development capabilities
  • Strong understanding of federal civilian agency missions, procurement processes, and organizational structures
  • Excellent communication, presentation, and negotiation skills

Preferred Skills
  • Active security clearance or ability to obtain one, Secret or TS preferred
  • Existing relationships within Federal Civilian Agencies
  • Experience selling cybersecurity, threat intelligence, fraud prevention, risk management, or intelligence platforms
  • Experience working with federal systems integrators and channel partners
  • Familiarity with GSA Schedule, SEWP, CIO-CS, and other federal acquisition vehicles

Behaviors/Values (Cultural Fit)
We have created a fantastic corporate culture - our values drive our behaviors. Here are the expectations
  • Passion for cybersecurity and a commitment to maintaining the highest standards of security.
  • Eagerness to learn and stay current with evolving cybersecurity trends.
  • Strong attention to detail and the ability to work under pressure.
  • Ability to work collaboratively in a fast-paced, team-oriented environment.
  • Integrity is paramount; honesty is a core value at iCOUNTER.

Completion of a Background Check is required for employment at iCOUNTER
iCOUNTER is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any other applicable state or federal protected class. iCOUNTER provides affirmative action in employment for qualified Individuals with a Disability and Protected Veterans in compliance with Section 503 of the Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.
Accommodation:If you need accommodations, reach out toaccommodations@icounter.com.
Benefits: iCOUNTER offers eligible employees a variety of benefits including employer-paid health, dental, vision plans, life and short/long term disability, flexible time off, wellbeing programs, and more.

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