Federal Account Executive

Position Overview

Role Summary

We are seeking a highly driven Federal Account Executive who will own the full sales cycle for federal accounts; developing the territory plan, leading capture, building stakeholder coalitions across government program offices and prime integrators, and closing multi-year platform agreements that modernize care delivery for service members, veterans, and federal beneficiaries.

Core Responsibilities:

• Territory & Quota Ownership: Own quota and territory plan for federal market (VA, DHA, DoD/DoW, IHS, HHS sub-agencies, or assigned mix).
• Capture Strategy & Execution: Build and execute a capture strategy for each priority opportunity: stakeholder map, mission case, value engineering, partner ecosystem, and contract vehicle path.
• Executive & Program Engagement: Run consultative C-suite and program-office engagements with CIOs, CMIOs, clinical leaders, contracting officers, and SI partners.
• Cross-Functional Partnership: Partner with eVisit’s federal solutions engineering, operations, legal, and proposal teams to respond to RFIs/RFPs and shape opportunities.
• Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route deals through the right vehicles (GSA, SEWP, CIO-SP3/4, OTA, IDIQ).
• Market Representation: Represent eVisit at federal health and digital-health events (HIMSS, AFCEA, DHITS, etc.) and provide product and pricing feedback to the federal go-to-market and product teams; shape eVisit’s federal roadmap from the field.

Success Metrics: Track and manage key success metrics, including but not limited to:

• Quota attainment and bookings against plan
• New federal logos closed and pipeline conversion rate
• Multi-year contract value (TCV) per deal
• Pipeline coverage and forecast accuracy

Requirements

Education: Bachelor’s degree or equivalent operational experience. Military service explicitly counts.

Experience:

• Minimum of 7 years of quota-carrying enterprise SaaS or healthcare technology sales, with at least 3 years selling directly into U.S. federal health customers (VA, DHA, DoD, IHS, HHS, or related).
• Demonstrated record of closing $1M+ ARR (or equivalent multi-year contract value) federal deals.
• Working fluency in federal procurement: GSA Schedule, SEWP, CIO-SP3/4, OTA, IDIQ task orders, and how to route a deal through the right vehicle.
• Experience selling alongside or through federal channel/SI partners.

Skills:

• Consultative, capture-style selling at the C-suite and program-office level.
• Strong territory planning and account-mapping discipline.
• Excellent written and verbal communication; able to translate clinical and technical value to government stakeholders.
• Forecast hygiene and CRM discipline (Salesforce or comparable).
• Ability to operate independently in a high-ambiguity, early-stage federal practice.

Preferred Qualifications:

• Existing relationships at VA Office of Connected Care, HHS, DHA, or DoW Defense Health Program offices.
• Background in digital healthcare platforms, virtual care, telehealth, EHR, or clinical workflow software.
• Veteran status or prior military service.
• For DHA / DoD / DoW / IC Accounts: ability to obtain a Secret clearance (current or eligible).
• Based in the DMV (McLean / Tysons / Arlington / DC / suburban MD); willingness to travel 30-50% to federal customer sites and partner offices.