[Hiring] Federal Civilian Account Executive @Manifest

Role Description

Manifest is hiring an Enterprise Account Executive to own the federal civilian market. This is a quota-carrying individual contributor role covering only civilian agencies. You will report to the Head of Federal Sales and carry a number from your first full quarter.

There is no BDR team. There is no one who will hand you a list, book your meetings, or build your account plan. You will:

• Source the majority of your own pipeline.
• Find a program office with an SBOM problem and a budget line.
• Build the account map, write the RFI response, chase the contracting officer, and close the deal.

You already know how federal civilian agencies actually buy. You understand:

• A signed evaluation and an enthusiastic champion are not a deal.
• The money moves through a vehicle and a contracting officer.
• A program office's fiscal-year clock will shape your close date.
• The difference between a technical win and a funded requirement.

You will work alongside the Head of Federal Sales, sales engineering, and marketing, receiving real support from all three. This is a high-ownership seat at an early-stage company.

What You'll Own

• Quota and Self-Sourced Pipeline: Carry and deliver an annual number. Source the majority of your own pipeline through direct outbound, agency events, partner-led introductions, and your existing network.
• Territory and Account Planning: Build and maintain a written account plan for the federal civilian territory, including named target agencies and funded programs.
• Procurement and Contract Vehicles: Own the path to contract, structure deals across GSA MAS, NASA SEWP, and CIO-SP.
• The Buying Committee: Map and work with the full committee, identifying technical champions and funding sources.
• Compliance and Authorization Realities: Know how FedRAMP status and ATO timelines affect deals, and set expectations accordingly.
• Partnering Across the Company: Work with sales engineering, marketing, and the CRO on deal strategy and pricing.
• Field Signal Back to Product: Bring back insights on unmet requirements and competitive gaps to the product team.
• Forecast Discipline and CRM Rigor: Keep the CRM current and honest, with real next steps and close dates.

Qualifications

• 8+ years selling enterprise software, with meaningful time in the federal civilian sector.
• Cybersecurity domain knowledge, including software supply chain risk and compliance.
• Procurement and contract vehicle fluency.
• Self-sourced pipeline track record.
• Buying committee navigation experience.
• Comfort with authorization gates.
• Forecast rigor.
• AI-accelerated workflow experience.
• High agency.

Nice to Have

• Existing relationships inside civilian agencies where software supply chain security is a priority.
• Experience as the first or earliest federal seller at a startup.
• Familiarity with SBOM and AIBOM regulatory drivers.
• Prior work with Carahsoft or comparable federal distribution partners.
• Capture-style experience shaping requirements before a solicitation is released.

Compensation

Base salary of $140,000 – $175,000, with total on-target earnings of up to $280,000 including performance-based variable compensation.

Location

This is a fully remote role, with a preference for candidates currently residing in the DMV area. Travel to clients is expected as needed.

Benefits

• Fully remote.
• Unlimited PTO (taken seriously).
• Medical, dental, and vision insurance — 100% covered for you and your dependents.
• 401(k) and retirement options.