Senior Account Executive, Federal Defense and Intelligence

Cohere
Washington
Workplace: RemoteFull timeUSD 230,000 - 430,000 annuallyFunction: SalesExperience: 10+ yearsSkills: ["Communication","Stakeholder management","Organization","Strategic thinking","Technical acumen"]

Own the full sales cycle for Defense and Intelligence customers in the U.S., driving net-new acquisition and long-term partnerships. Develop and execute a territory plan for the Department of War and Combatant Commands, acting as a trusted advisor that shapes AI solutions into measurable mission value. Collaborate across Customer Success, SDR/Marketing, Sales Engineering, Product, and Engineering, and work with channel partners and system integrators to scale adoption.

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FursaFursa
Cohere
Cohere
1 month ago

Senior Account Executive, Federal Defense and Intelligence

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Last checked: 7 hours agoStatus: Live

Job Summary

Own the full sales cycle for Defense and Intelligence customers in the U.S., driving net-new acquisition and long-term partnerships. Develop and execute a territory plan for the Department of War and Combatant Commands, acting as a trusted advisor that shapes AI solutions into measurable mission value. Collaborate across Customer Success, SDR/Marketing, Sales Engineering, Product, and Engineering, and work with channel partners and system integrators to scale adoption.
Location: Washington
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Drive net-new customer acquisition through targeted outbound, senior leader engagement, and relationship building across U.S. Federal Defense and Intelligence organizations.
  • •Develop and execute a sales plan for the U.S. Department of War, Combatant Commands, and other national security departments.
  • •Act as a trusted advisor to understand customer goals and shape AI solutions that deliver measurable value.
  • •Work closely with channel partners (distributors, VARs) and major system integrators to scale outreach and adoption.
  • •Own the full sales cycle from discovery through technical/business validation, proof-of-concept, procurement, and deal close.
Travel: High travel

Pay and Benefits

Salary: USD 230,000 - 430,000 annually
Perks:Health InsuranceDental401kPensionParental LeavePaid LeaveLearning BudgetHome OfficeMeal Allowance

Key Requirements

  • •10+ years of direct public sector sales experience in the U.S. Defense and Intelligence communities, with a track record closing $5M+ annual quotas.
  • •Deep knowledge of federal procurement cycles and decision-making processes, including working with resellers, VARs, and distributors.
  • •Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations (e.g., AFCEA, AUSA).
  • •Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
  • •Must be based in Washington, D.C., Maryland, or Virginia and be willing to travel (25–35%).
Experience:10+ yearsPublic sectorDefenseIntelligenceSaaSAI/MLEnterprise software
Skills:CommunicationStakeholder managementOrganizationStrategic thinkingTechnical acumen

Company Brief

Cohere
Builds security-first foundation models and enterprise AI products (LLMs, retrieval, agent platforms) for regulated industries, enabling customizable, private deployments across cloud and on-premises for real-world business applications.
Industry: AI & Machine Learning
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series D
Headquarters: Toronto, Canada
Founded: 2019
Glassdoor
Glassdoor: 2.9
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