Hunt, prospect, and close net-new federal, state, and local government accounts and government-adjacent organizations. Manage full sales cycle through discovery, procurement, contract negotiation, and closing; build multi-stakeholder relationships; navigate federal contract vehicles and procurement processes; maintain pipeline and forecasts in HubSpot CRM.
Sales at TRACTIAN
What you'll do
Responsibilities
Requirements
Bonus Points
Compensation & Benefits
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. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.
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 (defense manufacturing, public utilities, DoD installations, and similar mission-critical operations). You'll navigate long, multi-stakeholder government buying cycles and procurement processes, positioning Tractian's solution to drive operational readiness and efficiency for the agencies and programs that depend on it. If you're energized by the chase, know your way around a contract vehicle, and want to build a federal book of business from scratch, this role is for you.
Responsibilities
- 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
Requirements
- 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)
- 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.
Similar Jobs
Artificial Intelligence • Machine Learning • Natural Language Processing • Software • Conversational AI
Build and execute named-account GTM for Federal Civilian agencies: prospect, qualify, and close deals; manage partner and channel motions; navigate government procurement; instrument pipeline and forecast; represent Deepgram at industry events; partner cross-functionally to deliver federal voice AI revenue.
Top Skills:
Agentic AiAi AgentsAPIsAutomationCcaasCRMFedrampGsa ScheduleSam.GovSpeech-To-Text (Stt)Text-To-Speech (Tts)UsaspendingVoice Ai
Artificial Intelligence • HR Tech • Information Technology • Software • Business Intelligence
Sell Qualtrics Experience Management solutions to Aerospace & Defense and government contractor customers in the Federal space. Develop territory and account plans, prospect, demo, negotiate, and close complex enterprise deals. Drive new logo acquisition and account expansion, meet quarterly/annual targets, collaborate with partners and ecosystem resources, and conduct occasional client-facing travel. Based in the DMV area.
Top Skills:
Linkedin Sales NavigatorMeddiccQualtricsSalesforce
Fintech • Software
Lead product strategy and roadmap for Vestmark VAST portfolio management capabilities (UMA, SMA, multi-sleeve, overlay trading, rebalancing). Serve as subject-matter expert translating portfolio management operations into prioritized requirements, partner with engineering, design, and client delivery, engage portfolio managers and sponsor clients, and represent product in client/RFP/executive conversations to drive adoption across wealth management channels.
Top Skills:
AxiomaBarraNorthfieldPortfolio Optimization EnginesVestmark Vast
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
