Strategic Account Executive, Federal
Location:
- Remote - US / Canada
- From Home / Beach / Mountain / Cafe / Anywhere!
- We are a remote-first company with a globally distributed team. You can find your productive zone and work from there.
About the role:
Sardine is hiring a Strategic Account Executive, Federal, to accelerate our entry into the U.S. federal government market. Reporting directly to the Head of Public Sector, you will build a pipeline, navigate procurement, and drive Sardine’s federal revenue growth. This is a high-impact role for an early to mid-career sales professional who wants to grow with a fast-moving, AI-native company at the leading edge of financial crime prevention.
What you'll be doing:
- Execute Sardine’s federal go-to-market strategy in partnership with the Head of Public Sector, including agency prioritization, partner strategy, and procurement roadmap.
- Prospect, qualify, and develop a pipeline of federal opportunities across assigned agencies.
- Manage capture cycles from initial outreach through contract execution, leveraging Sardine and partner procurement vehicles
- Build relationships with agency fraud, compliance, identity, and IT stakeholders at executive, program and contracting officer levels.
- Collaborate with Sardine’s solutions engineering and product teams to scope and present tailored demonstrations.
- Build and leverage relationships with federal system integrators and resellers to accelerate agency entry and identify opportunities.
- Support State & Local opportunities in partnership with Sardine’s existing sales force as bandwidth allows.
- Maintain accurate pipeline, forecast, and activity data in Salesforce.
- Represent Sardine at federal industry events and conferences (ACT-IAC, AFCEA, and others).
What you'll need:
- 8–12 years of enterprise B2B experience, with at least 6 years in U.S. federal government Business Development — including managing competitive procurements from opportunity identification through contract award. Hands-on capture management experience a plus.
- Established relationships with federal system integrators and proven ability to leverage SI-led procurement pathways
- Working knowledge of federal procurement: FAR, GWACs (GSA MAS, SEWP, CIO-SP3), IDIQs, and task orders
- U.S. citizenship required
- Strong communicator able to engage both technical and business audiences
- Highly organized and data-driven; able to manage pipeline independently
- Demonstrated AI tool fluency — actively uses AI tools to drive research, outreach, proposal writing, and pipeline management. Candidates who do not incorporate AI into their daily workflow will not be considered.