Senior Account Executive - US Public Sector (Civilian and Federal)
About this role
Managing the full sales cycle for US Federal Civilian departments and agencies, the Senior Account Executive focuses on business development across non-defense cabinet-level organizations like the State Department and the Department of Veterans Affairs. Daily responsibilities include driving net-new customer acquisition through targeted outbound activity, building relationships with senior leaders, and partnering with channel players such as distributors, VARs, and system integrators to scale outreach. The person in this role acts as a trusted advisor and thought partner, shaping AI solutions that deliver measurable value while collaborating internally with Product, Engineering, Marketing, and Sales Engineering teams.
Operating in Washington, DC, the territory owner brings deep knowledge of federal procurement cycles and a robust local network of government decision-makers, prime contractors, and industry associations. Candidates who thrive here are approachable and compelling communicators capable of navigating ambiguity while balancing high-level strategy with hands-on market building. The position demands comfort in structuring unique partnerships and driving technical and business validation in a team-selling environment.
What you will do
- Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across US Federal Civilian organizations.
- Develop and execute a sales plan specifically for the 14 non-defense Cabinet level agencies in the United States.
- Act as a trusted advisor and thought partner to public sector customers and prospects by understanding their goals and shaping AI solutions that deliver measurable value.
- Work closely with channel partners, particularly Distributors, VARs, and major system integrators to scale outreach, accelerate adoption, and maximize customer success.
- Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships.
- Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions.
- Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth.
- Own the full sales cycle, including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment.
What you need
- Ten or more years of direct public sector sales experience in the US Federal Government, with a proven track record of closing $5M+ annual quotas.
- Deep knowledge of federal procurement cycles, decision-making processes, and how to work with resellers, VARs, and distributors.
- Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations.
- Prior experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
- High tolerance for ambiguity, combining the mindset of a strategist with a hands-on operator capable of building a market from the ground up.
- Strong organizational skills with the ability to manage multiple internal and external stakeholders across fast-moving deals.
- Creativity and strong technical acumen to structure unique, mutually beneficial partnerships.
- Must be based in Washington, D.C., Maryland, or Virginia with willingness to travel between 25% and 35%.
Benefits
- A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch
- Full health and dental benefits, including a separate budget for mental health
- RRSP matching, 401K, and Pension Scheme
- 100% Parental Leave top-up for up to 6 months, for either parent
- Annual enrichment benefits covering arts and culture, fitness and wellness, quality time, workspace improvement, and education
- 6 weeks of paid vacation totaling 30 working days
Skills and tech stack
Questions candidates ask
What is the location and travel requirement for this role?
Must be based in Washington, D.C., Maryland, or Virginia with willingness to travel (25-35%). Cohere is remote-friendly, but also maintains key offices globally.
What compensation is provided for this position?
The salary range listed for this role reflects the expected base compensation between $240K and $430K alongside offered equity. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience.
What does the interview or screening process involve?
Cohere may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps recruiters identify potentially qualified candidates, but it doesn't limit the applications recruiters may review or consider.