KEY ACCOUNT MANAGER – FEDERAL GOVERNMENT

Location: Washington, D.C. Metro Area
Reports To: Director of Sales, U.S.
Travel Requirement: Up to 50% domestic

REQUIRED QUALIFICATIONS

• Minimum 10 years of B2B sales experience, with at least 5 years selling into U.S. federal agencies
• Proven track record managing large, complex opportunities and navigating federal procurement cycles
• Deep knowledge of federal compliance, procurement, and contracting processes (e.g., IDIQ, GWAC, RFP)
• Established network within federal civilian and/or defense agencies
• Demonstrated ability to build strategic account plans and execute against defined targets
• Experience influencing cross-functional teams and managing stakeholders across sales, marketing, and engineering
• Comfortable working with CRM tools; Salesforce experience preferred
• Bachelor’s degree required, advanced degree or certifications in security, government affairs, or related field a plus
• Professional background in military, law enforcement, or public safety strongly preferred

• FEDERAL STRATEGY LEADERSHIPServe as the strategic business leader and subject matter expert for the Federal Government vertical. Shape and execute vertical-specific strategies aligned with Milestone’s growth objectives.
• END USER & STAKEHOLDER ENGAGEMENTBuild and grow trusted relationships with decision-makers across federal agencies, including procurement, operations, and IT/security leaders.
• SALES EXECUTION & PIPELINE DEVELOPMENTIdentify and pursue new business opportunities across the federal landscape. Own the full sales cycle from account mapping and opportunity creation to proposal development, value positioning, and close.
• NAVIGATE FEDERAL PROCUREMENTDemonstrate deep experience working within IDIQs, GWACs, GSA schedules, and agency-specific contracting vehicles. Lead RFP responses and complex proposal submissions.
• PARTNER COLLABORATIONCollaborate closely with key channel partners, consultants, and Milestone’s internal overlay teams to deliver joint value and ensure consistent federal messaging and execution.
• THOUGHT LEADERSHIP & MARKET INFLUENCERepresent Milestone at key industry events, trade shows, and federal working groups. Drive awareness, thought leadership, and technology evangelism across the public sector ecosystem.
• INTERNAL COLLABORATION & ENABLEMENTPartner with Solutions Engineers, Channel Business Managers, Marketing, and Product teams to influence the roadmap, support enablement, and close vertical-specific gaps.
• DATA-DRIVEN FORECASTING & REPORTINGMaintain a disciplined sales process, ensuring pipeline health and forecast accuracy via Salesforce. Track engagement activities, meeting reports as well as opportunity progression, and KPI attainment.