Account Executive - U.S. Intelligence Community

This position is responsible for driving Fortra’s software and services growth within the U.S. Federal Government, with a dedicated focus on the U.S. Intelligence Community (IC). The Account Executive will act as a trusted advisor, aligning Fortra’s cybersecurity and automation solutions to critical mission requirements. Success requires a blend of sales acumen, deep knowledge of IC acquisition and compliance processes, and the ability to cultivate relationships of trust with mission leaders, contracting officers, and technical stakeholders.

WHAT YOU'LL DO

• Develop and execute a strategic sales plan to expand Fortra’s presence across the U.S. IC.
• Build and maintain trusted relationships with decision-makers, program managers, contracting officers, and mission leaders.
• Identify and qualify new business opportunities by aligning solutions to mission and operational requirements.
• Manage the full sales cycle, including pipeline development, opportunity pursuit, proposal support, contract negotiation, and closing.
• Collaborate with internal technical, capture, and proposal teams to tailor offerings for specific IC needs.
• Leverage and expand relationships within the IC ecosystem, including system integrators, defense primes, and federal resellers, to create joint pursuit strategies.
• Translate complex technical solutions into mission-focused business outcomes for IC stakeholders.
• Stay current on federal procurement processes, contract vehicles and acquisition trends within the intelligence sector.
• Represent Fortra at customer, corporate, and partner events, conferences, and meetings.
• Consistently meet or exceed sales quotas and growth objectives.
• Other duties as assigned.

QUALIFICATIONS

• Minimum of 5 years of direct sales experience selling technology and/or software into the U.S. Federal Government, preferably within the Intelligence Community.
• Demonstrated success selling cybersecurity, data protection, analytics, cloud, or other mission-critical technology solutions.
• Strong understanding of government acquisition processes and contract vehicles.
• Exceptional relationship management and communication skills, with the ability to engage senior executives and technical stakeholders alike.
• Proven track record of exceeding sales targets in a quota-driven environment.
• Ability to travel to/within the Washington, D.C. metro area and occasionally nationwide.
• Excellent written and verbal communication skills.
• Strong organization and time management skills with the ability to manage competing priorities.
• Demonstrated ability to problem solve and negotiate with emphasis on closing the sale.
  

PREFERRED QUALIFICATIONS

• Bachelor’s degree in business administration or technology-related major.
• Established network across CIA, NSA, DIA, NGA, NRO, or other IC agencies.
• Experience working with system integrators, defense primes, and federal partners in joint pursuits.
• Knowledge of federal budget cycles, funding streams, and IC mission priorities.
• Experience navigating classified program requirements and working within SCIF environments.
• Candidate lives in the Northern Virgina/DC area
• US Military Veteran, particularly with experience working within the IC