Account Executive III

Account Executive, Strategic Federal Accounts 

Who We Are 

We are a leading provider of media intelligence, narrative analytics, and strategic communications solutions supporting organizations across the public and private sectors. Our services bring together earned, owned, and social media insights to help organizations understand the information environment, shape narratives, and make informed decisions in real time. 

Within the public sector, we partner with government agencies and public institutions to support mission-critical use cases — including media monitoring, crisis communications, stakeholder engagement, and performance measurement. Our solutions are designed to operate in complex, high-stakes environments where clarity, speed, and accuracy matter. 

We take a platform + partnership approach, combining technology with expert support to deliver outcomes. By integrating data, analytics, and advisory services, we help our clients move from reactive monitoring to proactive, intelligence-driven communications strategies. 

Our team operates at the intersection of technology, media, and public sector mission — working closely with clients and partners to solve complex challenges and drive measurable impact. 

The Role 

The Account Executive is responsible for growing and expanding strategic federal relationships, with a focus on deepening engagement, increasing share of wallet, and aligning solutions to evolving agency priorities. 

This role is expected to build and maintain strong account plans, drive expansion pipeline within existing agencies, and consistently deliver against annual growth and retention targets. 

This role operates with a strategic account management and growth mindset — developing long-term relationships, identifying expansion opportunities, and aligning solutions to mission needs across multiple stakeholders and business units. The Account Director partners cross-functionally (Solutions Engineering, Insights, Product, Legal, Leadership, and external partners) to deliver differentiated, mission-aligned solutions. 

While expansion is the primary focus, the role also ensures high retention, client satisfaction, and continuity of service, serving as a trusted advisor across assigned federal accounts. 

What You'll Do 

• Own revenue growth, retention, and expansion across a portfolio of strategic federal accounts 

• Develop and execute multi-threaded account plans to deepen relationships and expand footprint across agencies and departments 

• Identify and drive expansion opportunities within existing accounts, including new use cases, additional teams, and cross-agency adoption 

• Build and maintain relationships with key decision-makers and influencers across Communications, Public Affairs, Digital, Procurement, and Executive Leadership 

• Serve as a trusted advisor, aligning solutions to agency priorities, mission objectives, and evolving requirements 

• Lead renewal strategy and execution, ensuring continuity while positioning for long-term growth 

• Partner with internal teams to deliver tailored solutions, executive briefings, and strategic recommendations 

• Support and contribute to capture efforts within existing accounts, including RFIs, RFQs, and RFPs tied to expansion opportunities 

Partner & Ecosystem Strategy 

• Develop and manage relationships with system integrators (e.g., Accenture Federal Services, IBM, Deloitte, Booz Allen Hamilton, Leidos, SAIC, GDIT), aligning joint solutions to agency priorities and positioning within larger transformation initiatives 

• Engage channel and contract partners (e.g., Carahsoft, Four Inc., SHI) to optimize access through contract vehicles, streamline procurement, and accelerate deal execution 

• Collaborate with technology and data partners (OEM ecosystem) to enhance solution offerings and support integrated, mission-aligned use cases 

• Execute across multiple federal go-to-market motions, including: 

• Supporting SIs as a subcontractor on larger program opportunities 

• Aligning with partners as a prime or co-sell partner on targeted pursuits 

• Driving joint pursuits and capture strategies tied to agency initiatives and funding priorities 

• Embedding solutions within broader transformation or modernization programs led by partners 

• Maintain awareness of federal procurement processes, contract vehicles, and compliance considerations 

• Monitor account health, usage, and outcomes to identify risks and growth opportunities proactively 

• Maintain disciplined execution across forecasting, account planning, and pipeline management 

What You'll Bring 

• Bachelor's Degree required 

• 8+ years of relevant experience, with a strong emphasis on public sector account management, federal SaaS sales, or strategic advisory roles within government environments 

• Demonstrated success in growing and retaining strategic accounts within government environments 

• Experience managing complex, multi-stakeholder relationships across large organizations or agencies 

• Familiarity with federal procurement processes, contract vehicles, and partner ecosystems 

• Experience partnering with system integrators and navigating prime/subcontractor dynamics within federal sales environments 

• Proven ability to identify and close expansion opportunities within existing accounts 

• Strong proficiency with sales tools (e.g., Salesforce, Office 365, sales engagement platforms) 

• Excellent communication, presentation, and negotiation skills — especially in executive-level and mission-driven conversations 

• Strategic mindset with the ability to align solutions to agency priorities and long-term initiatives 

• Preferred: experience supporting large-scale transformation or modernization programs within federal agencies 

• Understanding of Earned, Owned, and Social media landscapes 
• Willingness to travel to client locations 20%–40% for in-person meetings and relationship development