Senior Federal Account Executive

We believe in the power and joy of learning

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
 

Our culture values inclusion, engagement, and discovery

Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/.
 

Position Overview

Join our Federal Sales Team as a seasoned Senior Federal Account Executive. This position plays a key role in driving revenue growth in the Department of Defense (DoD) and broader federal government areas. The ideal candidate must excel in sales, understand federal procurement, have established DoD relationships, and consistently exceed sales targets in federal environments.
 

What you'll do here:

Sales & Revenue Generation

• Achieve and exceed assigned sales quotas and revenue targets
• Manage, expand, and prospect into assigned federal accounts
• Develop and implement strategic account plans to drive territory growth
• Lead full sales cycle from prospecting through contract negotiation and close
• Accurately forecast sales activity and revenue using CRM systems
   

Federal Account Management

• Build and maintain executive-level relationships with key decision-makers, influencers, and technical experts within DoD and federal agencies
• Understand client mission requirements and align Cengage solutions to address cybersecurity training and compliance needs
• Navigate complex organizational structures within federal agencies
• Conduct regular account reviews and strategic business planning sessions with clients
   

Procurement & Compliance

• Showcase advanced understanding of DoD procurement procedures, encompassing FAR (Federal Acquisition Regulation)
• Apply federal contracting vehicles like GSA Schedule, GWACs, and agency-specific contracts
• Ensure all sales activities align with federal regulations and procurement standards
• Coordinate with legal, contracts, and compliance teams on proposal development
   

Collaboration & Communication

• Partner cross-functionally with marketing, product, and customer success teams
• Represent Cengage at federal industry events, conferences, and networking opportunities
• Share market feedback and competitive intelligence with internal collaborators
• Retain comprehensive records of all sales activities in Salesforce or designated CRM
   

Skills you will need here:

Required Qualifications

Experience

• 5+ years of successful B2B or B2G sales experience with demonstrated quota achievement
• 3+ years of experience building and nurturing connections with federal clients, particularly within the Department of Defense
• Established record of navigating challenging sales cycles (deals exceeding $50K)
• Prior background in selling cybersecurity, IT security, training, or software solutions to federal government agencies
   

Knowledge & Skills

• Proficient understanding of DoD procurement procedures, encompassing various contracting methods (GSA Schedule, SEWP, NITAAC, etc.)
• Deep understanding of federal sales cycles, budget planning (PPBE), and fiscal year dynamics
• Knowledge of DoD cybersecurity regulations, encompassing DoD 8140 (previously 8570) adherence and associated training obligations
• Strong presentation and communication abilities that effectively captivate C-level executives
• Proficiency with CRM systems (Salesforce preferred) and Microsoft Office Suite
• Strong business insight in developing strategic account plans
   

Preferred Qualifications

• Bachelor's degree or equivalent experience in business, marketing, or related field
• Existing relationships within DoD agencies, military branches, or defense contractor community
• Experience with DoD Cyber Workforce Framework (DCWF) and cybersecurity training programs