Federal Account Executive

Who are we?Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.The sole vendor named as Customers’ Choice: 2024 Gartner Voice of the Customer for Digital Adoption Platform Report.  We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Third Consecutive YearWon the Silver for Stevie's Employer of the Year 2023Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal Unlock Your Potential as an Enterprise Account Executive at WhatfixAre you a seasoned sales hunter with a track record of landing and expanding major enterprise deals? Do you thrive on the thrill of cracking complex sales cycles and delivering game-changing solutions? Join Whatfix, a leading data-driven digital adoption platform, and be part of our mission to maximize the ROI of software for organizations worldwide.At Whatfix, we live by the motto "Hustle Mode ON." As a Federal Account Executive, you'll operate at the forefront of our growth, selling directly to Fortune 500 companies across North AmericaHere's what you can expect:The Opportunity to Build Something OutstandingIdentify, nurture and close deals with Federal government prospectsDeeply understanding needs and designing high-level solutions leveraging Whatfix's value propositionDrive high engagement and quantify ROI to ensure customer successBuild brand awareness and leverage your network to generate a robust sales pipelineSale a category-leading solution in a new and vast market potentialGain intimate 1:1 access to our founder and Chief Revenue Officer and CO-Founder to learn, collaborate, and strategizeAn Ideal Culture for Sales ExpertsJoin our tight-knit San Jose office, enjoying an entrepreneurial environment with direct access to leadership.Collaborate cross-functionally with sales development, solutions consulting, marketing, and product teams.Continuously upskill through learning and development opportunities.Capitalize on our outstanding employee value proposition (see full benefits below)What You'll Bring5-6 years of field sales experience in U.S. Government contract sales, including both prime and subcontracting opportunitiesProven track record of closing $1M - $1.5M+ annual deals with U.S. federal and state agencies, military, or other federal organizations over the past 2-3 yearsFamiliarity with government procurement portals such as GSA Advantage, SAM.gov, and state-specific systems to track and identify new opportunitiesStrong knowledge of U.S. Government contracting vehicles, such as GSA Schedules, IDIQ, and BPAs, and a demonstrated ability to leverage these for business growthDeep understanding of federal and state government ethics and compliance rules, including restrictions on gifts, lobbying, and political contributionsTrack record of success in responding to RFPs, RFQs, and RFIs in federal sales, including leading the proposal development process and managing cross-functional teamsExperience with government compliance regulations, including ITAR, DFARS, NIST, and other relevant frameworksDeep understanding of government budget cycles and procurement timelines, allowing for effective sales timing and pipeline managementFamiliarity with socioeconomic programs (e.g., HUBZone, 8(a), VOSB, WOSB) and how they can be leveraged in federal contractingHistory of cultivating relationships with key decision-makers within federal, state, and local government agencies, with an understanding of their funding streams and procurement motivationsMilitary or federal affiliation is a plus but not required (e.g., military spouse, dependent, DoD civilian, former service member, DoDEA, or former federal employee)Must possess a valid driver’s license and pass a background check (security clearance is not required but would be beneficial)Experience with CRM systems (e.g., Salesforce) to track government sales cycles, manage opportunities, and monitor contract renewalsIntellectual curiosity, proactivity, and a passion for continuous learningHigh energy, charisma, gravitas, and a customer-centric mindsetThis role requires 50% or more travel, without exceptionPerks / BenefitsUncapped incentivesEquity planMac shop, work with the newest technologiesUnlimited PTO policyPaid maternity/paternity leaveMonthly cell phone stipendPaid UberEats lunches dailyMedical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)Team and company outingsLearning and Development benefitsAt Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.The salary range for this position is 200K-280K OTE 50:50 split with an uncapped incentive plan +equity package. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.Due to our company's global nature and our hiring committee's span of different time zones, the interviews for this role will be recorded for those not in attendance to review.With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.The sole vendor named as Customers’ Choice: 2024 Gartner Voice of the Customer for Digital Adoption Platform Report.  We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Third Consecutive YearWon the Silver for Stevie's Employer of the Year 2023Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal Unlock Your Potential as an Enterprise Account Executive at WhatfixAre you a seasoned sales hunter with a track record of landing and expanding major enterprise deals? Do you thrive on the thrill of cracking complex sales cycles and delivering game-changing solutions? Join Whatfix, a leading data-driven digital adoption platform, and be part of our mission to maximize the ROI of software for organizations worldwide.At Whatfix, we live by the motto "Hustle Mode ON." As a Federal Account Executive, you'll operate at the forefront of our growth, selling directly to Fortune 500 companies across North AmericaHere's what you can expect:The Opportunity to Build Something OutstandingIdentify, nurture and close deals with Federal government prospectsDeeply understanding needs and designing high-level solutions leveraging Whatfix's value propositionDrive high engagement and quantify ROI to ensure customer successBuild brand awareness and leverage your network to generate a robust sales pipelineSale a category-leading solution in a new and vast market potentialGain intimate 1:1 access to our founder and Chief Revenue Officer and CO-Founder to learn, collaborate, and strategizeAn Ideal Culture for Sales ExpertsJoin our tight-knit San Jose office, enjoying an entrepreneurial environment with direct access to leadership.Collaborate cross-functionally with sales development, solutions consulting, marketing, and product teams.Continuously upskill through learning and development opportunities.Capitalize on our outstanding employee value proposition (see full benefits below)What You'll Bring5-6 years of field sales experience in U.S. Government contract sales, including both prime and subcontracting opportunitiesProven track record of closing $1M - $1.5M+ annual deals with U.S. federal and state agencies, military, or other federal organizations over the past 2-3 yearsFamiliarity with government procurement portals such as GSA Advantage, SAM.gov, and state-specific systems to track and identify new opportunitiesStrong knowledge of U.S. Government contracting vehicles, such as GSA Schedules, IDIQ, and BPAs, and a demonstrated ability to leverage these for business growthDeep understanding of federal and state government ethics and compliance rules, including restrictions on gifts, lobbying, and political contributionsTrack record of success in responding to RFPs, RFQs, and RFIs in federal sales, including leading the proposal development process and managing cross-functional teamsExperience with government compliance regulations, including ITAR, DFARS, NIST, and other relevant frameworksDeep understanding of government budget cycles and procurement timelines, allowing for effective sales timing and pipeline managementFamiliarity with socioeconomic programs (e.g., HUBZone, 8(a), VOSB, WOSB) and how they can be leveraged in federal contractingHistory of cultivating relationships with key decision-makers within federal, state, and local government agencies, with an understanding of their funding streams and procurement motivationsMilitary or federal affiliation is a plus but not required (e.g., military spouse, dependent, DoD civilian, former service member, DoDEA, or former federal employee)Must possess a valid driver’s license and pass a background check (security clearance is not required but would be beneficial)Experience with CRM systems (e.g., Salesforce) to track government sales cycles, manage opportunities, and monitor contract renewalsIntellectual curiosity, proactivity, and a passion for continuous learningHigh energy, charisma, gravitas, and a customer-centric mindsetThis role requires 50% or more travel, without exceptionPerks / BenefitsUncapped incentivesEquity planMac shop, work with the newest technologiesUnlimited PTO policyPaid maternity/paternity leaveMonthly cell phone stipendPaid UberEats lunches dailyMedical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)Team and company outingsLearning and Development benefitsAt Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.The salary range for this position is 200K-280K OTE 50:50 split with an uncapped incentive plan +equity package. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.Due to our company's global nature and our hiring committee's span of different time zones, the interviews for this role will be recorded for those not in attendance to review.