Account Executive - Federal

About Wraithwatch Wraithwatch was founded by alumni from SpaceX, Palantir, and Anduril to build the next generation of AI-powered cyber defense systems for the United States and its allies. We are deployed today to customers spanning the federal government, aerospace, defense, manufacturing, and emerging technology. Our core product is a continuously adaptive cyber defense platform utilizing generative artificial intelligence agents to autonomously model and construct a digital twin of an organization's entire IT and cybersecurity environment and analyze it for weaknesses, misconfigurations, and chains of possible attack. The Role We just closed a $30M federal contract and are actively deploying across multiple federal civilian agencies with critical national security missions. We need someone who can open doors across the federal landscape and close deals that matter. This is not a role where you inherit a book of business and manage renewals. You will be building federal pipeline from scratch, navigating procurement cycles that test your patience, and converting pilots into multi-year production contracts alongside our founders and engineers. Responsibilities Initiate and close enterprise software deals across federal civilian, DoD, and intelligence community customers from initial sourcing through proofs of concept to production contract close. Own the full federal sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts. Navigate federal procurement processes, contract vehicles, and the particular politics of each agency you're selling into. You should know how to work a BAA, an OTA, and a traditional FAR-based contract — or be willing to learn fast. Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts. You can't just get someone to agree to a pilot and forget about them — you're shepherding deals all the way through. Build relationships across program offices, CISOs, CIOs, and technical evaluators. You need to be the kind of person who makes friends walking agency halls and also understands what our product actually does well enough to demo it credibly. Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota. Develop repeatable federal sales motions, collateral, and playbooks that will scale with the company. Travel regularly to customer sites — this is a relationship-driven sale and you need to be present. Basic Qualifications 5+ years of experience meeting or exceeding quotas for complex enterprise cybersecurity or AI software sales to US federal government customers Existing relationships across DoD, IC, or federal civilian cyber programs Deep understanding of federal procurement cycles, contract vehicles, and buying processes Ability to obtain and maintain a security clearance Track record of building pipeline and closing seven-figure deals in the federal market Comfortable working directly with founders and engineers in a seed-stage startup — this is not a company with a sales enablement team, a BDR pod, and a solutions architect on every call. You figure it out. Strong proposal writing, negotiation, and contract skills Willingness to travel extensively and work extended hours when mission demands it Familiarity with FedRAMP, ATO processes, and federal compliance requirements