Senior Account Executive - Federal

Description

Job Title: Senior Account Executive - Federal

Job Type: Full-time

Location: Remote in Washington D.C./DMV Area, Travel Required

About CloudBees

CloudBees helps organizations build, run, and govern software factories, giving enterprises the confidence to ship software better, faster, and safer.

Writing code is no longer the bottleneck. Governing what reaches production and validating its impact is. As enterprises adopt agentic coding, software is created faster than most teams can review, secure, and validate. Without consistent governance, organizations risk shipping code they cannot explain, audit, or trust.

CloudBees addresses this challenge without asking teams to replace the tools they already use. Across every toolchain a customer runs, CloudBees makes each change, human or AI, visible, auditable, and accountable before it reaches production. CloudBees Unify is the product behind this: a governance layer, with context and control-plane capabilities, that enforces consistent policy and evidence across every tool, team, and workflow.

Founded in 2010, CloudBees is backed by Goldman Sachs, Morgan Stanley, Bridgepoint Capital, HSBC, Golub Capital, Delta-v Capital, Matrix Partners, and Lightspeed Venture Partners.

Visit us at www.cloudbees.com.

Requirements

About the Role

CloudBees is seeking a highly motivated and experienced Federal Senior Account Executive to lead sales efforts within the Federal market.

CloudBees is the trusted software delivery platform for the agentic era. We are looking for a Senior Account Executive who is as motivated by helping build a category-defining company as by exceeding their number every quarter. This role will be responsible for driving new business growth, expanding existing relationships, and positioning CloudBees’ industry-leading AI-DLC and software delivery automation solutions. CloudBees, the trusted software delivery solution for the agentic era brings CI/CD, DevSecOps, and software delivery automation solutions across federal Civilian and Defense agencies.

The ideal candidate will have a deep understanding of the federal market and demonstrable track record of success selling to both the Civilian and Defense Agencies. They will have the ability to navigate complex sales cycles, have a proven track record of selling enterprise software solutions to federal government agencies, plus the ability to navigate complex, multi-stakeholder procurement cycles.

Key Responsibilities:

• Account Ownership: Manage and drive the entire sales cycle, from prospecting to closing deals, ensuring a strategic approach to promoting CloudBees’ solutions within federal agencies.
• New Business Development: Identify, develop, and close new sales opportunities by understanding federal agency needs, particularly around agentic software development, DevSecOps, CI/CD, and software delivery automation.
• Customer and FSI Relationships: Build and maintain strong, long-lasting relationships with key stakeholders, including IT decision-makers, developers, procurement officers, mission and program owners, and senior leadership within federal agencies and key Federal Systems Integrators.
• Solution Selling: Communicate the value of CloudBees’ solutions by effectively presenting how these technologies address federal customers’ business challenges around AI-LDC transformation, AI-driven software development, security, compliance, and automation. Articulate a clear, concise return-on-investment and mission-impact statement that stands up to federal budget justification.

Qualifications:

Required:

• Experience: 5+ years of successful enterprise software sales experience within the federal Space market, spanning Civilian and Defense agencies.
• Industry Knowledge: Strong understanding of AI-DLC, CI/CD, DevSecOps, software development lifecycle (AI-SDLC), DevSecOps, and AI-assisted software development, and how federal agencies implement these technologies.
• Track Record: Proven history of exceeding sales quotas and successfully closing multi-million-dollar deals within the federal space. Able to substantiate quota attainment and earnings history across recent years.
• Relationships: Established network within Multiple Federal Civilian Agencies across federal Civilian and Defense agencies and the Federal Systems Integrator (FSI) community, and experience navigating the complexities of government procurement.
• Sales Methodology: Demonstrated use of a formal sales methodology such as MEDDPICC to build pipeline, qualify opportunities, and manage complex deals to close.
• Executive Access: Ability to sell at the C-level and across both IT or business stakeholders.
• Collaboration Skills: Demonstrated ability to work effectively with technical teams to drive complex sales cycles to closure.
• Communication: Excellent verbal and written communication skills, with the ability to present to both technical and executive audiences.
• Technical Aptitude: Ability to grasp technical concepts and communicate them effectively, with a general understanding of software development, security, and cloud technologies.
• Working Style: Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under time constraints in a fast-paced, collaborative, team-oriented environment.
• Customer Obsessed — You treat customer problems as your own and build relationships with the people behind the logo, not just the account. You can point to decisions you changed because of what a customer told you.
• High Agency — You own problems beyond your job description and move without waiting to be asked. When the path isn't defined, you make the call and bring people with you rather than working around them.
• Truth Seeking — You hold a strong point of view and update it when the data says otherwise. You argue for the best answer regardless of who's in the room, and once a decision is made, you commit to it fully.
• Hard Work — You own the end result, not just your slice of it, and you go beyond what's expected to get there. You work smart as well as hard, and you find real reward in building something demanding alongside people who do the same.
• Ship Excellence — You hold a painfully high quality bar and keep raising it, while shipping with urgency instead of waiting for perfect. Every iteration is something you learn from.
• Direct Feedback — You give honest, constructive feedback regardless of seniority or tenure, and you actively ask for it in return. You deliver it with enough care that people want to hear it from you.

Preferred:

• Knowledge of federal contract vehicles (e.g., GSA Schedule, SEWP, etc.).
• Familiarity with government security requirements such as FISMA, FedRAMP, and ATO processes.
• Experience selling enterprise software solutions such as CI/CD, DevSecOps, or cloud-based technologies.
• Education: Bachelor’s degree or equivalent experience; MBA or technical certifications (e.g., AWS, DevOps) are a plus.

Travel/Location:

• This is a remote role. Candidates must be based in the Washington, D.C. metropolitan area, with regular on-site presence at agency, integrator, and partner locations across the region. Expect approximately 40% travel.

Compensation & Benefits:

• In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: The estimated pay for this role is $300,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE). Outside of base compensation, CloudBees also offer stock options.

What CloudBees Offers

• Time that's actually yours. Our BEE-Flexible PTO policy folds vacation, sick time, and personal days into one unlimited plan. Plus paid U.S. holidays and 2 dedicated Bee-Giving Days to volunteer for a cause you care about.
• Health coverage from day one. You're eligible on your start date, not 90 days in. Choose from medical, dental and vision options designed to support your healthcare needs. Choose an HDHP plan and we will contribute to your HSA on top of your own pre-tax contributions. 
• Real money toward your future. Invest in your future with a competitive 401(k) company match, offering both pre-tax and Roth options to help you reach your financial goals.  
• Protection we pay for entirely. We fully fund your Life and AD&D, Short Term Disability and Long Term Disability protection. Plus our Employee Assistance Program is fully covered too.
• Support for your headspace -  literally. All Bees have access to a company-sponsored Headspace account. Plus, a dedicated Care Concierge service in the U.S. so you never have to decode a benefits question alone.
• A home office that works. A stipend every month toward your work-from-home setup in addition to the opportunity to work (hybrid for Denver, CO employees) in an office with your peers.
• Upside when we win. Base salary is the floor. Our bonus plan rewards for the goals you deliver and the growth we drive together.  
• People who sweat the craft. A team that takes its work seriously and invests in each other's growth.
• A global, collaborative team that lives by our values: Customer Obsessed, High Agency, Truth Seeking, Hard Work, Ship Excellence, Direct Feedback.

EEO Statement

CloudBees is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made based on qualifications, merit, and business need, without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, veteran status, or any other protected characteristic as outlined by federal, state, or local laws.

Disclaimer

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Duties, responsibilities, and activities may change at any time with or without notice.