Federal Account Executive, Products & Services

Why Digital Compass?

Our culture, our leaders, our people…. which helped us rank in the top 10 Best Companies to work for in Maryland for the past 3 years. This achievement is a testament to the dedication and passion of our smart, vibrant, and dynamic team members. At Digital Compass, you won’t just find a job, you’ll discover a career with purpose, impact, and the opportunity to grow. We provide an exciting and profitable career with opportunities for professional and personal growth, competitive benefits, and work/life balance.

Digital Compass is an end-to-end IT technology solutions provider for Federal, State & Local and Commercial Enterprises. We enable mission success for our clients with innovative, secure technology solutions and services that drive modernization, elevate cyber security excellence, and unlock operational efficiency. Our work spans technology resale as a value-added reseller, system integrations, cloud and infrastructure services, endpoint and workplace solutions, cybersecurity, professional services, and managed services designed to support all environments.

We are continuing to evolve as a scalable, services-driven technology partner focused on delivering practical outcomes, strong execution, and long-term customer value. At Digital Compass, our team operates at the intersection of technology, collaboration and innovation, helping customers solve complex challenges while building trusted partnerships that supports growth for both our employees and our customers.

About the Role

Digital Compass is seeking a highly motivated, hungry, and driven Federal Account Executive to help grow and expand our public sector business. This role is designed for someone who thrives in a fast-paced, high-growth sales environment and is energized by building pipeline, creating new opportunities, closing complex deals, and driving revenue across infrastructure solutions, managed services, cloud solutions, cybersecurity, and professional services offerings. This is not an order-taking role. We are looking for a true hunter, someone competitive, self-motivated, financially driven, and relentless in pursuing new business opportunities. The ideal candidate is excited by the challenge of building relationships, opening doors within Federal agencies, navigating complex procurement environments, and developing strategic partnerships that lead to long-term growth and success.

The right individual will have experience selling within a VAR, systems integrator, OEM, or managed services environment and understands how to position both products and services to solve mission-critical customer challenges. This person should be comfortable prospecting into new accounts, managing long and complex sales cycles, partnering closely with OEM and channel teams, and driving opportunities from initial engagement through close. We are looking for someone who takes ownership of their territory, operates with urgency and accountability, and is motivated by growth, competition, and the opportunity to make a direct impact within a rapidly growing technology solutions organization.

Required Qualifications

• 5+ years of quota-carrying Federal IT sales experience with a documented record of performance. Candidates should be able to discuss quota, attainment, bookings/revenue and/or gross profit, major wins, and the portion of business they personally originated.
• Demonstrated hunter behavior: personally creating net-new opportunities, developing relationships where none existed, and building a territory rather than primarily managing an inherited book of business.
• Hands-on experience selling Federal IT technology resale (hardware, software, cloud, infrastructure, or cybersecurity) plus professional and/or managed services. Pure product-only, renewal-only, or account-maintenance backgrounds are not the target profile.
• Ability to lead business-level discovery for recurring managed services - including operating model, scope, SLA/outcome, buyer, commercial structure, and term - then orchestrate technical and operational resources to develop and close the solution.
• Working knowledge of Federal acquisition, procurement processes, contract vehicles, partner/channel models, and complex sales cycles.
• Existing relationships within Federal agencies, program offices, acquisition communities, OEM/cloud partner teams, or the broader Federal technology ecosystem relevant to the assigned territory.
• Strong commercial judgment, understands pricing, margin, deal strategy, forecast discipline, and the difference between activity and qualified pipeline.
• Executive-level communication, relationship-building, negotiation, and presentation skills, with the persistence to create access where no relationship exists today.

Preferred Qualifications

• Priority territory experience in Federal Civilian, DHS, HHS/Health, VA, DoD, the Intelligence Community, or another assigned strategic Federal market.
• Track record creating or attaching recurring managed services such as workplace/service desk, cloud operations/FinOps, network/infrastructure operations, cybersecurity operations, or other as-a-service offerings - beyond one-time implementation labor.
• Strong OEM and cloud relationships across vendors such as Cisco, Dell, HPE, NetApp, Palo Alto Networks, Broadcom/VMware, NVIDIA, Microsoft, AWS, or similar technology ecosystems.
• Experience with Federal capture, teaming, partner strategy, and competitive pursuits before the solicitation stage.
• Relevant security clearance, OEM/cloud accreditations, or technical sales certifications.

Work Authorization / Security Clearance Requirements

· The selected candidate must be authorized to work in the United States.

· The ability to meet government customer access requirements and obtain a security clearance may be required for this role.

Physical Requirements

· Must be able to work in an office or standard business environment.

· Prolonged periods of sitting at a desk and working on a computer may be required.

Digital Compass is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, age, sex, national origin, sexual orientation, marital status, disability, gender identity, protected veteran status, or any other characteristic protected by federal, state, or local laws.