Federal Account Executive

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Istari

WebsiteLinkedInAlle Stellen

11 - 50 Mitarbeiter

🚀 Luft- und Raumfahrt

☁️ SaaS

🤖 Künstliche Intelligenz

Aerospace • SaaS • Artificial Intelligence

Istari steht an der Spitze der digitalen Engineering-Innovation und bietet Digital-Twin-Technologie, die Branchen von der Luft- und Raumfahrt bis zur Landwirtschaft revolutioniert. Indem digitale Zwillinge vereinfacht und gesichert werden, erschließt Istari fortschrittliche Modelle und Simulationen, die eine effizientere und nachhaltigere Produktentwicklung ermöglichen. Der innovative Ansatz des Unternehmens erweitert das Internet in ein zukünftiges Engineering-Metaversum, bietet softwareähnliche Agilität für physische Systeme und ermöglicht kollaborative und sichere Arbeitsabläufe. Anerkannt für ihre bahnbrechende Arbeit, hat Istari einen Vertrag über 19 Millionen Dollar zur Entwicklung des weltweit ersten digital zertifizierten Flugzeugs gesichert, was einen bedeutenden Meilenstein in der digitalen Zertifizierung und Zusammenarbeit mit Partnern wie Lockheed Martin darstellt.

Beschreibung

• 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 • 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 • 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 • 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

🎯 Anforderungen

• 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 • Excellent discovery, qualification, and consultative selling capabilities. • Ability to translate technical workflows into compelling business value for engineering-centric organizations. • Strong written and verbal communication skills; exceptional presenter and storyteller. • High ownership, persistence, and comfort operating in a dynamic, early-stage environment. • Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use-cases / connections at Istari • Team Player • Experience with major DoD branches or IC agencies • Experience transitioning programs from pilot to program of record • Familiarity with IL2–IL6 environments, FedRAMP, or ATO processes • Familiarity with engineering software ecosystems, including PLM (e.g., Teamcenter, Windchill, 3DEXPERIENCE), CAD/CAE tools, MBSE workflows, and engineering data integration platforms

🏖️ Vorteile

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