Federal Account Executive - Cybersecurity, AI, or Infrastructure Software Sales

Job Description

Job DescriptionSalary - $100,000 - $150,000KEY RESPONSIBILITIESBuild federal pipeline from scratch, identify, research, and pursue new opportunities across DoD and IC agencies through cold outreach, SAM.gov, conferences, and procurement boardsLead capture campaigns end-to-end, pipeline development, positioning, teaming, proposal development, and contract executionCultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations, including DIU and AFWERXCraft compelling, compliant responses to RFPs and RFIs via SAM.gov in partnership with solutions engineering and product teamsShape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelinesClose complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships to secure contractsNetwork relentlessly at federal cybersecurity and AI events — building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyondBring market feedback to leadership to help shape Dynamo's federal strategy, positioning, and partnershipsREQUIREMENTSMust-Have5–10 years of experience selling cybersecurity, AI, or infrastructure software to the U.S. Federal Government — non-civilian agencies only (DoD or Intelligence Community)Direct experience selling into the U.S. Army, Air Force, or IC, civilian-only backgrounds will not be consideredDeep understanding of federal acquisition processes, FAR/DFARS, OTA, SBIR/STTR, and the DoD budgeting cycleTrack record of building a pipeline from scratch and closing seven-figure deals without SDR supportAbility to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomesEstablished network within the defense innovation ecosystem, program offices, PEOs, acquisition commands, prime contractors, and system integratorsExcellent written and verbal communication, experience briefing senior leaders, and building consensus across diverse audiencesBased in the Washington, D.C. / Northern Virginia area, must be able to attend events and meetings on an impromptu basisU.S. citizenship required, must be able to pass a background checkWillingness to travel 25–30% for conferences, on-site meetings, and industry eventsNice-to-HaveExisting network within the Department of Defense, Army, Air Force, or Intelligence CommunityExperience at a startup after a larger company, ideal path is large company → startup → large company → startupKnowledge of AI/ML infrastructure, LLMs, or data security frameworksActive or pathway to U.S. Secret or Top Secret/SCI clearanceExperience leading or responding to RFI/RFP processes for AI or cybersecurity solutions