Federal Civilian Account Executive
Washington, DC
FEDERAL /
Full-time /
Remote
Join our mission to power the AI infrastructure of tomorrow.
Unstructured is the category leader in ETL for LLMs. We help organizations transform complex, unstructured data into clean, structured formats optimized for generative AI applications. Backed by Menlo Ventures, Madrona, Bain, Shield Capital, IBM, Databricks, NVIDIA, and more — our software is used by 60,000+ organizations, including half of the Fortune 500 and leading federal agencies.
We’re scaling fast — and we’re looking for a Federal Civilian Account Executive to build upon our successes across the public sector with new growth among federal agencies. This is a high-impact role selling to technical buyers (data scientists, ML engineers, and IT leaders) across complex buying cycles. You’ll partner closely with our public sector engineering team to unlock new programs, pilot deployments, and long-term expansion.
🌎 What You’ll Do
Own and grow a portfolio of key federal civilian accounts (e.g., Commerce, Health and Human Services, Homeland Security, State, Transportation, Treasury, Veterans Administration, etc.)
Navigate complex procurement cycles (contract vehicles, partners, timelines, etc.)
Drive full-cycle sales: prospecting, qualifying, presenting, negotiating, and closing
Align with technical stakeholders (CIO, CDO, data science teams, etc.) on pain points and pilot goals
Collaborate with Unstructured’s public sector engineers to shape technical strategy and deployment plans
Build relationships with systems integrators, value-added resellers, and federal partners
Maintain accurate pipeline hygiene and forecasting
🔍 What We’re Looking For
5+ years of experience selling to federal civilian agencies, preferably data, AI, or infrastructure software
Proven success landing and expanding in the federal civilian space
Deep understanding of US government procurement processes, contract vehicles, and the partner landscape
US Citizenship required
Secret security clearance or eligibility required
Comfort selling into both cloud and on-premises environments
Technical fluency in data platforms, unstructured data workflows, or AI/ML is a plus (you’ll be paired with strong engineers, but should be confident in technical conversations)
Prior experience working in fast-paced startups or high-growth environments is ideal
💥 Why Join Us
Work on cutting-edge technology used across intelligence, defense, and civilian agencies
Join a rocket ship startup with deep federal traction and massive market tailwinds
Collaborate with some of the best engineers, data scientists, and operators in the AI space
Competitive salary, meaningful equity, and full benefits
Preferred Location: Remote (US-based) — preference for DC metro area or proximity to key FedCiv hubs
$260,000 - $320,000 a year
