[Hiring] Federal Enterprise Account Executive @Tractian

Role Description

The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. As a Federal Enterprise Account Executive at Tractian, your sole mission is to hunt, break into, and close net-new accounts across federal, state, and local government agencies, as well as government-adjacent industrial organizations.

• Own the end-to-end sales cycle, from agency and prime/sub prospecting and initial discovery, through procurement, contract negotiation, and closing of net-new federal logos.
• Aggressively prospect into target federal agencies, defense/DoD accounts, and government-adjacent industrial organizations.
• Run deep technical discoveries and develop high-impact business cases that quantify ROI and mission/operational impact for government stakeholders.
• Identify, map, and build champions across multi-stakeholder agency environments, including program, procurement, and technical evaluators.
• Navigate federal contracting vehicles, set-asides, and procurement pathways (e.g., GSA Schedules, SEWP, GWACs, IDIQs) to bring Tractian solutions to market.
• Partner with capture and proposal resources as needed to respond to RFIs, RFPs, and sources-sought notices.
• Maintain a rigorous, predictable pipeline and accurate forecasting within HubSpot CRM.
• Navigate procurement, security, and legal hurdles, and negotiate high-value government agreements.

Qualifications

• 5+ years of experience selling into federal, state, or local government accounts, with a proven and consistent track record of success.
• A background heavily focused on net-new logo acquisition within government or highly regulated markets.
• Working knowledge of federal procurement processes, contract vehicles, and compliance requirements (FAR/DFARS familiarity a plus).
• Proficiency in using a CRM for account analysis and opportunity management.
• Strategic thinking with a focus on revenue growth and market expansion within the public sector.
• Excellent interpersonal and negotiation skills, with the ability to build trust across agency stakeholders.
• Ability to obtain and maintain any security clearance or badging required for the role, if applicable.
• Travel up to 25-40% depending on account footprint.

Bonus Points

• Experience in SaaS, Industrial/IoT, or defense-industrial sales.
• Existing relationships with federal agencies, primes, or SLED accounts.
• Experience with Shipley Capture Process, MEDDPICC, Command of the Message, or other formalized sales enablement methodologies.
• Familiarity with GSA Schedules, SEWP, or other federal contract vehicles.
• Active security clearance (or clearance eligibility).

Benefits

• Competitive Salary.
• Premium Medical, Dental, and Vision Coverage.
• Paid Time Off (PTO): 15 Days.
• 401(k) Retirement Plan.
• Wellhub Membership - Access a wide range of gyms and training programs.
• Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
• Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.