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M-Files is seeking a highly accomplished Federal Account Executive to lead new business acquisition efforts across the United States Federal Government. This is a strategic hunter role focused exclusively on net new business development within civilian, defense, and independent federal agencies.
M-Files provides an AI-powered, context-first document management system that enables secure collaboration, automates processes, and ensures governance. The company serves over 6,000 customers across 100+ countries with metadata-driven architecture that unifies information across silos and applies AI at scale.
The Federal Account Executive will be responsible for identifying, developing, and closing strategic opportunities while expanding M-Files' presence as a trusted provider of document management, information governance, workflow automation, and knowledge work automation solutions. Success requires establishing relationships with senior government stakeholders, program leadership, records management professionals, contracting officers, system integrators, and partner organizations.
Key responsibilities include:
- Drive net new sales opportunities within assigned federal agencies
- Develop and execute strategic federal account plans
- Build relationships with executives, program leaders, records officers, contracting officials, and IT leadership
- Navigate federal procurement processes and acquisition vehicles
- Work with partners, resellers, and systems integrators to increase market penetration
- Position M-Files as a solution for records management, compliance, knowledge management, workflow automation, and operational modernization
- Lead complex opportunity management from prospecting through contract award
- Deliver accurate forecasting and pipeline management
- Build and maintain a healthy federal pipeline capable of exceeding annual quota expectations
- Represent M-Files at federal industry events, partner functions, and government-focused conferences
The ideal candidate is comfortable operating independently, has experience developing federal territories from the ground up, and possesses the credibility to engage confidently with both government leadership and strategic partners. This individual will serve as a trusted advisor to prospects while helping agencies modernize how they manage information, automate mission-critical processes, improve governance, and leverage AI to increase productivity and operational effectiveness.
Key interfaces include direct sales team members, sales engineers, business development representatives, professional services, customer success, product management, and marketing.
Requirements:
- 10+ years of enterprise software sales experience
- Minimum of several years selling directly into U.S. Federal Government agencies
- Strong understanding of federal procurement environments and acquisition processes
- Existing relationships within civilian, defense, intelligence, or independent agencies preferred
- Demonstrated success selling complex SaaS, information management, cybersecurity, governance, or enterprise platform solutions
- Proven history of exceeding quota within a net new business development role
- Experience working with federal system integrators, channel partners, and strategic alliance organizations
- Strong executive presence and ability to communicate value to multiple stakeholder groups
