Federal Account Executive

Istari Digital is a high-growth technology company enabling the next generation of AI-native engineering across aerospace, defense, and industrial enterprises. Our infrastructure platform orchestrates data across tools, organizations, and classification levels—removing barriers that limit digital engineering—and empowers customers to modernize mission-critical workflows and unlock meaningful ROI from digital transformation at scale.

As demand accelerates across commercial aerospace & defense, we are expanding our sales organization to capture growth with major primes, tier suppliers, advanced hardware companies, and emerging defense innovators.

Position Overview

The Federal Account Executive is responsible for driving new business and expansion across U.S. federal customers—including the Department of Defense, Services, Intelligence Community, and federal civilian agencies.

You will own the full sales cycle, from pipeline development and mission-driven discovery through technical evaluations, acquisition strategy, and contract award. Istari’s federal sales motion is highly consultative, technical, and programmatic; successful AEs understand mission requirements, digital engineering transformation priorities, and the complexities of federal acquisition and budgeting processes.

You will collaborate closely with Solution Architects, Government Relations, Demand Generation, and Sales Operations to shape opportunities, navigate procurement pathways, and drive meaningful, long-term federal revenue growth.

Istari Digital is a high-growth technology company enabling the next generation of AI-native engineering across aerospace, defense, and industrial enterprises. Our infrastructure platform orchestrates data across tools, organizations, and classification levels—removing barriers that limit digital engineering—and empowers customers to modernize mission-critical workflows and unlock meaningful ROI from digital transformation at scale.

As demand accelerates across commercial aerospace & defense, we are expanding our sales organization to capture growth with major primes, tier suppliers, advanced hardware companies, and emerging defense innovators.

Position Overview

The Federal Account Executive is responsible for driving new business and expansion across U.S. federal customers—including the Department of Defense, Services, Intelligence Community, and federal civilian agencies.

You will own the full sales cycle, from pipeline development and mission-driven discovery through technical evaluations, acquisition strategy, and contract award. Istari’s federal sales motion is highly consultative, technical, and programmatic; successful AEs understand mission requirements, digital engineering transformation priorities, and the complexities of federal acquisition and budgeting processes.

You will collaborate closely with Solution Architects, Government Relations, Demand Generation, and Sales Operations to shape opportunities, navigate procurement pathways, and drive meaningful, long-term federal revenue growth.

Pipeline Generation & Capture Ownership

Build and execute account and capture strategies across DoD, IC, and federal civilian agencies

Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams

Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs

Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities

Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway

Sales Execution & Deal Management

Own the full federal sales cycle from initial engagement through contract award

Conduct discovery to understand mission objectives, engineering challenges, and program constraints

Partner with Solution Architects to design compliant architectures and execute proofs of value

Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA)

Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency

Navigate complex stakeholder environments across program, engineering, and contracting

Lead pricing strategy, proposal development, and negotiations

Cross-Functional Collaboration

Partner with Solution Architects to win technical validation

Work with Government Relations to align opportunities with funding and policy priorities

Collaborate with Contracts, Legal, and Finance on proposals and compliance

Provide insights to Product and Engineering on federal requirements

Contribute to federal GTM strategy and capture plans

Customer Relationship Building & Expansion

Build trusted relationships with program managers, engineering leaders, and contracting stakeholders

Drive expansion from pilot to program of record and enterprise adoption

Align account growth with mission priorities and budget cycles

Position Istari as foundational infrastructure for secure digital engineering

Shape the future of digital engineering across the DoD and national security ecosystem.

Lead the technical motion at the intersection of AI, engineering infrastructure, and multi-domain collaboration.

Work directly engineering leadership and mission stakeholders on high-impact deployments.

Influence the product roadmap through real mission needs and demo feedback.

Join a high-trust, mission-driven team building transformative technology.