Senior Account Executive, Federal Defense and Intelligence
CohereLarge Language company
Washington, United States$230,000 – $430,000Senior
Radical Ventures
NVIDIA
Salesforce Ventures
Index Ventures
Inovia Capital
Oracle
Sales & Account Management
About the role
TL;DR
Drive net-new customer acquisition for AI solutions within US Federal Defense and Intelligence.
- •As a Senior Account Executive at Cohere, you will own the full sales cycle for US Federal Defense and Intelligence customers, focusing on business development within the Department of War and the broader national security community.
- •You will act as a trusted advisor, developing tailored value propositions around Cohere's AI platform to drive mission outcomes.
- •Key Responsibilities Drive net-new customer acquisition through targeted outbound activity and senior leader engagement.
- •Develop and execute a sales plan for U.S.
- •Federal Defense and Intelligence organizations.
- •Act as a trusted advisor to national security professionals, shaping AI solutions.
- •Collaborate with channel partners, system integrators, and internal teams to scale outreach and accelerate adoption.
- •Own the full sales cycle from discovery to deal close.
- •Requirements 10+ years of direct public sector sales experience in U.S.
- •Defense and Intelligence communities with a proven track record of closing $5M+ annual quotas.
- •Deep knowledge of federal procurement cycles and decision-making processes.
- •Established network in the D.C. metro area.
- •Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
- •High tolerance for ambiguity and ability to build a market from the ground up.
Required skills
SalesEnterprise SalesAccount ManagementBusiness DevelopmentSalesforceCRMNegotiationPartnership ManagementChannel SalesSales OperationsPipeline ManagementLead GenerationMarket AnalysisLLMs
Nice-to-have skills
Solution Selling
Domain expertise
defensegovernmentai
Benefits & perks
Weekly lunch stipend, Full health and dental benefits, Separate budget for mental health, RRSP matching, 401K, Pension Scheme, 100% Parental Leave top-up for up to 6 months, Annual enrichment benefits (Arts & culture, fitness/wellness, quality time, workspace improvement), Education & learning stipend, 6 weeks of paid vacation, Budget for traveling to other offices, Annual company offsite, Co-working benefit, $500 home office stipend
Tech stack
PythonJavaScriptSQLBashNode.jsDjangoFlaskFastAPISpringExpressRuby on Rails.NETASP.NETNestJSLaravelSymfonyGinEchoActixPhoenixMicroservicesPandasNumPySparkAirflowdbtTableauPower BILookerSnowflake