5-10+ years of enterprise software sales experience in the U.S. Federal Civilian market
Proven track record of exceeding annual quotas in complex sales environments
Understanding of Data Management, Analytics, AI/ML, and Open Source ecosystems
Mastery of MEDDPPICCC sales qualification methodology
Established network with System Integrators and government resellers in the FedCiv space
Familiarity with federal compliance and security frameworks
No immigration sponsorship available
Responsibilities
Develop and execute a comprehensive territory strategy targeting key Federal Civilian agencies
Lead complex sales cycles for Cloudera's enterprise Data, Analytics, and Private AI technologies
Apply MEDDPPICCC sales methodology to manage pipeline and forecast revenue
Navigate federal procurement processes with contracting officers and prime contractors
Orchestrate internal resources to deliver seamless customer experiences
Establish and nurture relationships with C-suite executives and senior agency decision-makers
Benefits
Generous PTO policy
Support for work-life balance with Unplugged Days
Flexible work-from-home policy
Mental and physical wellness programs
Phone and internet reimbursement
Access to continued career development
Comprehensive benefits and competitive packages
Paid volunteer time
Employee resource groups
Full Job Description
Business Area: Sales
Seniority Level: Mid-Senior level
Job Description:
The Cloudera Public Sector team is seeking an experienced, high-performing Senior Account Executive to lead and grow a strategic Federal Civilian (FedCiv) territory. In this role, you will lead complex, consultative sales engagements to help agency leaders modernize data architectures, meet federal data mandates, and securely deploy enterprise AI/ML capabilities at scale.
As a Senior Federal Civilian Account Executive, you will take full ownership of a strategic agency territory, developing detailed go-to-market plans and driving exponential year-over-year revenue growth. You will strive to serve as a trusted advisor to senior federal leadership (CIOs, CDOs, CISOs, CTOs, and Program Managers), mapping Cloudera's capabilities to positive agency mission outcomes.
As a Sr Account Executive, you will manage:
Territory & Account Planning: Develop and execute a comprehensive territory strategy and business plan targeting key Federal Civilian agencies, driving net-new pipeline generation and expanding existing footprint.
Consultative Solution Selling: Lead complex sales cycles for Cloudera's enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments.
Execution & Methodology: Rigorously apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, accurately forecast quarterly revenue, and accelerate deal velocity.
Federal Procurement Navigation: Navigate complex federal procurement processes, working closely with contracting officers, prime contractors, System Integrators (SIs), and key channel partners across federal contract vehicles (e.g., SEWP, GSA, etc.).
Cross-Functional Leadership: Orchestrate internal team resources including Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver seamless customer experiences and ensure long-term mission success.
Executive Relationship Building: Establish and nurture deep, trusted relationships with C-suite executives, senior agency decision-makers, and industry partners within greenfield and expansion accounts.
We are excited about you if:
5-10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
Proven Track Record: Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments.
Domain Expertise (preferred): Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration.
Sales Methodology Proficiency: Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.
Federal Ecosystem Knowledge: Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space.
Compliance & Security Awareness: Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).
This role is not eligible for immigration sponsorship
What Success Looks Like
Entrepreneurial Mindset: Thrives in a dynamic, high-growth environment with a high degree of autonomy and accountability.
Mission Alignment: Deep passion for helping federal agencies leverage technology to protect, serve, and innovate for the public good.
Collaborative Leadership: Drives results while fostering team cohesion, alignment, and shared success across internal and external partner teams.
The anticipated annual base salary range for this position is:
Washington $350K OTE- $370k OTE
What you can expect from us:
Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups
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About Cloudera
Cloudera is a software company that provides a unified platform for data management and analytics. The company's platform enables organizations to store, process, and analyze large amounts of data in a variety of formats, including structured, semi-structured, and unstructured data. Cloudera's platform is used by some of the world's largest and most innovative organizations, including Airbus, Credit Suisse, and Expedia. The company was founded in 2008 and is headquartered in Palo Alto, California.
