Federal Account Executive

This is a unique opportunity to help shape the future of Waites’ federal business.What we are: Fun, fast-paced, client-focused, people-centric, inviting, flexible, and rapidly growing.What we are not: Overly structured, exclusive, uncompromising, disengaged, or disconnected.
The OpportunityWe are seeking an accomplished Federal Enterprise Account Executive to lead the development and growth of Waites’ business across the U.S. federal market.
This is a unique opportunity for a proven strategic sales professional with deep federal market experience, an established network of government relationships, and a demonstrated ability to create, develop, and close significant enterprise opportunities.
We’re not looking for someone who simply responds to RFPs or navigates federal procurement. We’re looking for someone who knows the market, has strong relationships with government Systems Integrators (SIs), prime contractors, and federal decision-makers, and knows how to turn those relationships into meaningful business.
The right person will bring an entrepreneurial mindset, strategic thinking, strong executive presence, and the ability to build a business from the ground up. You’ll be responsible for identifying where Waites can deliver significant value, creating demand, developing strategic partnerships, and driving opportunities from initial engagement through contract award and long-term expansion.
Our ideal sales professional is passionate, driven, curious, analytical, self-motivated, and customer-focused. They bring integrity, charisma, exceptional work ethic, and the patience and persistence required to navigate complex enterprise and government buying processes.
You’ll join a team of talented self-starters in an entrepreneurial environment. The work we do is categorically awesome, and we’re looking for the right person to help take our federal business to the next level.
Company DescriptionWe are a leading provider of wireless, mesh-networked, “Internet of Things” (IoT) sensors for industrial environments. Our cost-effective, plug-and-play products empower plants of all sizes to conduct predictive and preventative maintenance on mission-critical and secondary equipment in order to maximize uptime. Our innovative sensors, machine learning, services, and solutions have been revolutionizing this industry for the past 15 years.

Reports to: Chief Revenue Officer

Location: DC Metropolitan Area
Job Type: Remote + Travel

Travel: ~30% travel required

Work Authorization: Must be authorized to work in the U.S.

**Sponsorship is not available at this time**

Exemption Status: Exempt

Job Description

This position will give you the opportunity to:

• Develop and execute a federal sales strategy to achieve revenue goals across assigned agencies, accounts, and government contractors.
• Identify and qualify federal opportunities related to industrial reliability, predictive maintenance, facilities, infrastructure, and mission-critical equipment.
• Build and maintain relationships with agency program leaders, technical stakeholders, contracting personnel, systems integrators, prime contractors, and channel partners.
• Create account plans and capture strategies, including opportunity qualification, stakeholder mapping, competitive positioning, teaming decisions, and bid/no-bid recommendations.
• Monitor federal procurement activity, agency priorities, forecasts, sources-sought notices, RFIs, RFPs, and other relevant opportunities.
• Coordinate and contribute to responses to government solicitations, proposals, capability statements, demonstrations, and customer requests.
• Identify appropriate procurement pathways and teaming opportunities to help federal customers evaluate and purchase Waites’ solutions.
• Communicate Waites’ products and services clearly to both technical audiences and executive decision-makers, connecting equipment monitoring to customer outcomes such as increased uptime and reduced unplanned maintenance.
• Position the applicable Waites FedRAMP-certified cloud service offering accurately, in partnership with the company’s technical and security teams, and respond to customer questions about its scope and status.
• Coordinate with Product, Engineering, IT/Security, Legal, Operations, and Sales leadership to assess customer requirements and support viable federal deployments.
• Maintain accurate account plans, opportunity records, forecasts, and federal pipeline reporting in the company’s CRM.
• Carry out additional responsibilities as needed to support business objectives.

Requirements

Qualifications & Requirements

• 7+ years of successful B2B enterprise sales or business development experience, with significant experience selling into the U.S. federal market.
• An extensive, established, and active network of relationships with government Systems Integrators (SIs), prime contractors, federal agencies, and key industry decision-makers.
• Demonstrated ability to leverage existing relationships to generate new opportunities, develop strategic partnerships, and close significant business.
• Proven track record of consistently achieving or exceeding sales targets and personally developing and closing complex, high-value enterprise opportunities.
• Strong understanding of federal procurement processes, government contracting, capture strategies, and relevant procurement channels.
• Experience working with prime contractors, Systems Integrators, resellers, and other government channel partners to drive revenue.
• Working knowledge of federal contracting terminology and market intelligence tools, including SAM.gov or equivalent platforms.
• Ability to articulate complex technical solutions in terms of business value, operational impact, and mission outcomes.
• Strong analytical, communication, negotiation, and organizational skills.
• Comfortable operating independently in a fast-paced, entrepreneurial environment with a high degree of accountability.
• Willingness to travel approximately 30%, with reasonable access to a major airport.

Preferred Qualifications

• Experience selling industrial IoT, predictive maintenance, condition monitoring, reliability, asset management, facilities technology, or related industrial solutions.
• Established relationships within federal agencies and contractor organizations responsible for facilities, infrastructure, industrial operations, maintenance, or mission-critical assets.
• Experience developing and expanding business through large federal Systems Integrators and prime contractors.
• Familiarity with FedRAMP and how authorized cloud service offerings are evaluated and used by federal customers.
• Experience supporting federal proposals, contract vehicles, teaming agreements, and subcontracting relationships.
• Experience successfully scaling an initial customer deployment into a larger enterprise relationship.

Culture Fit Requirements

• High intellect and strong analytical skills
• Innovative and driven to constantly improve
• Non-bureaucratic, flexible, and able to thrive in a fast-moving environment
• Positive energy and attitude towards people and problem-solving
• Demonstrates a balance of humility, strong work ethic, and interpersonal savvy (“Humble, Hungry, and Smart”) in approach to teamwork and problem-solving.
• A genuine human.
• Demonstrates a “Can Do” mentality.

Why Waites?

We offer an attractive base salary with an excellent commission structure. Our competitive base salaries and generous commissions provide significant earning potential. We are an intensely customer-focused team, and our culture encourages hard work, fun, and mutual success. As Waites continues to grow its federal business, this role will have the opportunity to make a meaningful impact and grow professionally.

WST is an Equal Opportunity Employer.