Senior Account Executive – Federal

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🐊 Florida, Maryland, +3 more states – Remote

🐊 Florida – Remote 🦀 Maryland – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote ⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 12%

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Ultimate Knowledge Institute

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 1999

The Ultimate Knowledge Institute opened its doors in 1999 as an Information Technology, Information Assurance and Cyber Security training provider to the Department of Defense, Federal Agencies, DOD Contracting Partners, and Fortune 500 companies. While providing standardized and customized training solutions coupled with unsurpassed customer support, UKI ensured students were thoroughly prepared to immediately apply their knowledge to the environment they support.

📋 Description

• Drive federal marketplace bookings and revenue as UKI's primary federal revenue driver. • Identify opportunities and influence requirements before formal solicitation. • Navigate government buying cycles, fiscal-year dynamics, and end-of-year spending patterns. • Leverage GSA Schedules, GWACs, IDIQs, BPAs, and agency-specific contract vehicles to accelerate awards. • Identify and pursue new vehicle on-ramps across targeted agencies and buying groups. • Coordinate with operations and contracts to position and register UKI on relevant contract vehicles. • Contribute win themes, customer intelligence, pricing strategy, and competitive positioning to proposals. • Pursue new business across federal agencies, defense components, civilian bureaus, system integrators, and channel partners. • Own the full sales cycle from initial contact and qualification through proposal, negotiation, and contract award. • Collaborate with Solution Engineers and Subject Matter Experts on tailored demonstrations, technical briefs, and solution narratives. • Maintain a stage-gated HubSpot sales pipeline with accurate close dates, deal values, and probability weightings. • Apply MEDDIC, MEDDPICC, or equivalent government sales methodology to qualify and advance opportunities.

🎯 Requirements

• 5+ years of direct federal sales experience with a demonstrated track record of meeting or exceeding quota in a complex B2G environment. • Deep familiarity with the federal procurement lifecycle, including FAR/DFARS, contract vehicle mechanics, and government acquisition strategies. • Proven experience closing six-figure and seven-figure contracts with federal civilian agencies, DoD components, or intelligence community customers. • Established relationships with federal buyers, program managers, and contracting officers across at least two or more targeted agency verticals. • Hands-on experience navigating GSA Schedules, GWACs, IDIQs, and other contract vehicles to bring deals to award. • Exceptional presentation, negotiation, and executive communication skills. • Experience mentoring, coaching, or informally leading other sales professionals. • Proficiency with HubSpot or equivalent CRM; disciplined pipeline hygiene and forecasting habits. • Ability to obtain and maintain a federal security clearance if required by the role's scope. • Preferred: Experience selling technology, training, professional services, or knowledge management solutions to the federal government. • Preferred: Active TS or TS/SCI clearance. • Preferred: Prior experience as a capture manager, proposal contributor, or BD lead on multi-million dollar federal pursuits. • Preferred: Familiarity with UKI's addressable market sectors including cybersecurity, workforce development, or mission support services. • Preferred: Existing relationships with large system integrators such as Leidos, SAIC, Booz Allen, or CACI. • Preferred: Bachelor's degree in Business, Marketing, Public Administration, or related field; advanced degree a plus.

🏖️ Benefits

• Comprehensive medical, dental, and vision coverage. • Short and long-term disability coverage for added security. • Basic life insurance provided by the company. • Optional supplementary life insurance policy available for additional coverage. • UKI covers 100% of individual premiums for medical, dental, vision, disability, and basic life insurance. • A 401k plan with a basic safe harbor matching (up to 4% match with a 5% contribution). • 15 days of PTO annually for vacation or sick leave. • 12 company holidays, aligning with 11 federal holidays, plus Christmas Eve.

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