Senior Account Executive: SLED

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease. We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Account Executive with a Federal SLED focus for our PFS organization and help us do what we do best: propelling business forward.

This will be a remote role working out of your home office in the United States. Due to where team is located we need folks to be in EST, with a preference for Washington DC area.

Progress Federal Solutions is a wholly-owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more.

Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our primary product is a highly differentiated data management platform that helps our customers on their journey to get more value out of their enterprise data. We enable organizations to integrate all their data and metadata, power transactional and analytical applications, and curate data for machine learning and AI.

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The Senior Account Executive – Federal SLED is responsible for driving net new and expansion revenue across U.S. Federal Civilian, DOJ, and SLED accounts. This role leads complex, consultative sales cycles that require navigating public-sector procurement, compliance, and multi stakeholder buying processes, while building trusted relationships with technical, functional, and executive customer stakeholders. Success in this role requires strong knowledge of government contracting vehicles, experience selling enterprise software or data platforms, and the ability to operate effectively in long, highly structured sales cycles.

• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings.
• Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals.
• Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines.

• Build and maintain multi threaded relationships across agency stakeholders, including:
  • Program and mission owners
  • Technical and architecture leaders
  • Procurement and contracting officers
  • Executive leadership (SES, CIO/CTO organizations)

• Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets.
• Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors.
• Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines.

• Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage.
• Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations.
• Navigate partner led and prime/subcontractor deal models where applicable.

• Proven experience selling enterprise B2B software or technology solutions into Federal and/or SLED customers.
• Demonstrated success driving six and seven figure deals within public sector environments.
• Strong understanding of Federal or SLED procurement processes, including contract vehicles and funding cycles.
• Excellent executive communication, negotiation, and consultative selling skills.
• Preferred:
  Experience selling data platforms, infrastructure software, or mission critical systems.
• Preferred:
  Familiarity with common Federal SIs, channel partners, and contracting vehicles.
• Preferred:
  Ability to influence without authority and lead complex internal deal teams.

• Achievement of…