[Hiring] Senior Federal SaaS Account Executive @Unison

Role Description

Unison is hiring a Senior Federal SaaS Account Executive to drive strategic expansion and long-term growth across our largest and most complex federal enterprise accounts. This role operates with a high degree of independence and is recognized as a trusted advisor to senior federal leaders. The Senior Account Executive is responsible for delivering sustained, profitable year-over-year growth by owning executive-level relationships, shaping multi-year account strategies, identifying whitespace and expansion opportunities, and executing sophisticated account plans aligned to customer mission outcomes and Unison’s strategic objectives.

At the highest level, this role is expected to influence acquisition strategy, shape account and deal strategy, and contribute insights that inform Unison’s broader federal sales and go-to-market approach.

Responsibilities

• Serve as the strategic owner of assigned federal enterprise accounts, accountable for long-term growth, expansion strategy, and executive engagement.
• Operate with significant autonomy and independent judgment in managing complex deals, account strategy, and executive relationships, requiring little to no supervision.
• Proactively identify whitespace, unmet needs, and complex product expansion opportunities across multi-stakeholder environments.
• Build, deepen, and sustain executive-level relationships across agencies, including senior acquisition, IT, and mission leadership.
• Define, own, and execute structured, multi-year account plans aligned to customer goals, mission priorities, and Unison’s strategic plan.
• Ensure Unison maintains a competitive edge and continues year-over-year, profitable growth within a complex federal landscape.
• Expand Unison’s footprint by driving top-line revenue growth across an existing federal enterprise account base.
• Generate sustainable, account-driven revenue by establishing clear, measurable goals and building trusted relationships through consistent digital and in-person engagement.
• Lead efforts to identify, develop, and close high-impact expansion opportunities aligned to customer mission needs and acquisition workflows, leveraging Unison’s full product portfolio.
• Influence existing clients at the executive and senior leadership level by offering solutions that address enterprise-wide and cross-agency challenges.
• Own strategic customer relationships by developing comprehensive org maps, power-and-influence models, and account strategies; advise customers on federal acquisition best practices; and lead executive business reviews to demonstrate measurable value.
• Provide Unison leadership with strategic insight and recommendations on pipeline health, risk, opportunity, and account progress.
• Maintain highly accurate and reliable forecasts for revenue outlook, deal timing, and probability of win.
• Ensure customer success, retention, and advocacy by partnering with delivery and account teams to drive adoption, track outcomes, and develop customer champions and references.
• Stay informed on federal procurement trends, shifting agency priorities, budget dynamics, and competitive activity.
• Gather, synthesize, and share customer and market insights with Product and GTM teams to influence roadmap, messaging, and future offerings.
• Serve as a mentor and resource to other Account Executives by sharing best practices and supporting complex or critical sales efforts as needed.

Qualifications

• Minimum of 8+ years of direct sales experience selling SaaS or enterprise software within the Federal government to executive leadership, with a consistent record of exceeding quota.
• Proven ability to navigate and win within complex federal enterprise environments, selling to multiple senior decision-makers such as SPEs, CIOs, CAOs, and program leadership.
• Strong background in Federal SaaS and/or software sales, including experience supporting FedRAMP-authorized solutions.
• Deep understanding of federal contracting and acquisition, with the ability to credibly engage acquisition, program, contracting, and technical stakeholders.
• Demonstrated success managing long, complex sales cycles and independently advancing opportunities through each stage.
• Experience driving expansion and growth within named or existing federal enterprise accounts with material revenue responsibility.
• Ability to travel as needed (local to DC area preferred).
• Track record of translating complex customer requirements into compelling, outcome-oriented solutions.
• Ownership mindset with the ability to operate independently, partner with internal stakeholders, solve complex problems, and deliver results.
• Strong CRM proficiency (Salesforce preferred).
• Experience advising on Federal acquisition strategy is a strong plus.

Competencies

• Expert at articulating value-based solutions and speaking the language of federal buyers and contracting professionals to influence, negotiate, and respectfully challenge customer thinking.
• Strategic, consultative seller who operates as a trusted advisor at the executive level.
• Highly collaborative and effective in a matrixed environment, leveraging subject matter experts across Product, Delivery, and GTM.
• Self-directed, resilient, and motivated, with a strong sense of urgency and a consistent, winning mindset.
• Comfortable operating in ambiguity while driving clarity, alignment, and results.

Clearance

Applicants may need to be the subject of a security investigation and may need to meet eligibility requirements for access to classified information, to include U.S. Citizenship.

Base Salary Range

$130,000 - $180,000. Final compensation will depend on factors such as geographic location, experience, and qualifications.

Benefits

Unison has pioneered the creation of innovative software for federal agencies, program offices, and government contractors worldwide. We believe that there is power in moving in unison. Our culture and values reflect this belief and are central to achieving our mission of powering the business of government. Rather than chasing short-lived tech trends, Unison delivers proven software that simplifies the complexities of federal business. Our technology combines innovative thinking with precise federal know-how, addressing critical details others overlook. Designed with purpose and engineered to endure, our software provides consistent performance, allowing federal agencies and contractors to stay focused on their missions.

Unison provides equal employment opportunities to all employees and applicants for employment without regard to race, color, national origin, sex, gender identity, sexual orientation, religion, disability status, age, genetics, veteran status, or any other characteristic protected by federal, state, or local laws.