Federal Account Director

The role

The Federal Account Director will own the full commercial relationship and revenue lifecycle for U.S. federal customers. This person will drive adoption of Devin within government and national security environments by sourcing, closing, and operationalizing deals.

What you will do

• Own the full federal account lifecycle from targeting to expansion
• Own revenue and customer outcomes across a portfolio
• Drive revenue across the Dept. of War, intelligence community, federal civilian agencies, and federal contractors
• Serve as the primary commercial and strategic owner for customers
• Navigate complex stakeholder sets including mission owners and contracting officers
• Develop capture strategies across primes, subcontracting paths, OTAs, CSOs, pilots, and direct awards
• Translate mission and technical requirements into Devin use cases
• Deliver technically credible demos and engage with customer engineering teams
• Drive successful onboarding and production adoption
• Develop account plans to increase consumption and expand into new teams

Required qualifications

• Proven success selling technical software into U.S. federal customers and/or major system integrators/defense prime OEMs
• Experience owning customer relationships beyond the initial sale
• Experience engaging DoW, IC, and or federal civilian agencies in classified or regulated environments
• Strong technical background as a software engineer, sales engineer, forward deployed engineer, or equivalent technical fluency
• Ability to quickly learn complex technical systems, mission constraints, and acquisition processes
• Ability to move fluidly between selling, account strategy, technical problem solving, and customer success
• Comfortable operating in ambiguous, fast changing startup environments with minimal structure
• Strong ownership mindset with bias toward execution and results

Nice to have

• Have founded or scaled an early stage company
• Have closed large, multi-stakeholder enterprise or federal software deals and subsequently grown those relationships
• Have experience moving pilots into production within federal environments and driving meaningful adoption and consumption after deployment
• Have managed strategic accounts where success was measured by both new revenue and expansion of existing customer usage
• Have a computer science or engineering background and moved into GTM to work closer to customers
• Thrive in high intensity, high accountability environments where you are expected to own the customer outcome

About the company

Cognition is an applied AI lab building end-to-end software agents, including Devin, the first AI software engineer.