Federal Account Executive

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Istari

Site WebLinkedInTous les Emplois

11 - 50 employés

🚀 Aérospatiale

☁️ SaaS

🤖 Intelligence artificielle

Aerospace • SaaS • Artificial Intelligence

Istari est à la pointe de l'innovation en ingénierie numérique, fournissant une technologie de jumeau numérique qui révolutionne des secteurs allant de l'aérospatiale à l'agriculture. En simplifiant et sécurisant les jumeaux numériques, Istari débloque des modèles avancés et des simulations, facilitant un développement de produits plus efficace et durable. L'approche innovante de l'entreprise étend l'internet vers un métavers d'ingénierie futur, offrant l'agilité du logiciel aux systèmes physiques et permettant des flux de travail collaboratifs et sécurisés. Reconnu pour son travail révolutionnaire, Istari a obtenu un contrat de 19 millions de dollars pour développer le premier avion certifié numériquement au monde, marquant une étape importante dans la certification numérique et la collaboration avec des partenaires comme Lockheed Martin.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

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