Account Executive - Federal

Job Description

This is a remote position.

Account Executive – Federal

First Due, a leading public safety software company, to grow our footprint across U.S. federal agencies responsible for fire and EMS services by selling our cloud-based public safety software solutions. This role owns the full federal sales lifecycle—from prospecting and relationship development through contract award and expansion. As an AE for federal accounts, you’ll have a significant impact on selling our best-in-class SaaS platform providing end-to-end support to federal fire and EMS customers across North America, working closely with sales engineering, proposals, customer success, and product teams to navigate complex federal procurement processes and deliver solutions that support mission-critical public safety operations.

Key Responsibilities

Federal Sales & Revenue Growth

• Own and manage a portfolio of federal agency accounts, driving net-new revenue and account expansion with customers responsible for fire and EMS services
  
• Develop and execute strategic account plans aligned with agency missions, funding cycles, and procurement timelines
  
• Consistently meet or exceed assigned annual sales quota
  

Pipeline & Opportunity Management

• Build and maintain a strong qualified pipeline through prospecting, partner relationships, and inbound opportunities
  
• Identify, qualify, and shape opportunities early in the procurement lifecycle
  
• Manage opportunities through CRM with accurate forecasting and reporting
  

Federal Procurement & Contracting

• Navigate federal acquisition processes for federal fire and EMS services, including RFPs, RFIs, RFQs, BPAs, task orders, and sole-source justifications
  
• Work closely with proposal and contracts teams on responses, pricing, and compliance
  
• Leverage contract vehicles such as GSA Schedule, IDIQs, BPAs, and agency-specific contracts
  

Customer & Stakeholder Engagement

• Build trusted relationships with program managers, contracting officers, technical stakeholders, and end users
  
• Lead discovery conversations to understand agency pain points, mission needs, and success criteria
  
• Coordinate product demos and technical evaluations with sales engineers
  

Cross-Functional Collaboration

• Partner with marketing, product, and customer success teams to support go-to-market strategies
  
• Provide feedback from federal customers to inform product roadmap and positioning
  
• Support post-award transitions to customer success for long-term retention and growth
  

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities required of this role.

Key Qualifications & Experience:

• 5+ years of experience in federal government sales, preferably selling SaaS, software, or technology solutions
  
• Proven success closing deals with U.S. federal agencies (civilian, DoD, DHS, DOJ, or public safety-related agencies)
  
• Strong experience selling public safety software solutions and a strong knowledge of the public safety landscape
  
• Strong understanding of federal procurement and contracting processes
  
• Experience managing complex, multi-stakeholder sales cycles (6–18+ months)
  
• Comfortable selling mission-critical solutions to public safety, emergency management, or security-focused organizations
  
• Excellent communication, negotiation, and presentation skills
  
• Location: May work remotely but must be located in or within an hour’s drive of Washington DC.
  

We welcome a diverse workforce! If you don’t fit all the qualifications for the job listed above but feel you bring unique experience and perspective that would serve this role and First Due well, we encourage you to apply.

All applicants must be authorized to work for any US employer in the United States. Locality Media is unable to sponsor or transition sponsorship ownership of employment visas at this time. Hiring is contingent upon candidates successfully passing a criminal background check. As part of the I-9 verification of authorization to work in the US, Locality Media Inc. participates in E-Verify.

Physical Demands and Work Environment

This role is fully remote. Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to people@firstdue.com.

Working at First Due

First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart. Visit www.firstdue.com to learn more.

If you are a resident of a state requiring wage transparency, please reach out to people@firstdue.com for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis.

About First Due

First Due is re-imagining Fire and EMS by providing a modern cloud-based platform that allows agencies to run their entire operation in one place. From Fire Prevention, Pre-Incident Planning, Incident Reporting, Scheduling, Asset Management, Reporting, Response and more, First Due is leading the public safety software industry in transforming public safety through next-generation technology and innovation.

Locality Media is an equal opportunity employer. We do not discriminate in any aspect of employment on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status or class. We are committed to promoting an environment of respect, acceptance, diversity and inclusivity, and equal opportunity. Discrimination and harassment of any type in any form will not be tolerated.

When you apply for a role at First Due, we will collect some personal data, including information from your application, resume, or LinkedIn profile. This information is used during the interview and candidate evaluation process for opportunities at First Due and is only shared internally. Please review our candidate privacy notice here.