The Experience
We're looking for a dynamic, strategic, and outcomes-driven Federal Account Executive to drive MuleSoft growth across federal government agencies and departments, including national security. In this highly visible role, you will build trusted relationships with senior stakeholders, identify new opportunities for engagement, and position MuleSoft's industry-leading integration and API platform as a critical enabler of digital transformation across the federal landscape.
This is a quota-carrying role where you will act as the "CEO" of your territory, owning the strategy, engagement model, and execution plan across your assigned federal accounts, including national security customers. You will lead complex sales cycles in partnership with cross-functional teams and help government organisations address challenges related to legacy systems, data silos, service delivery, security, and interoperability.
By bringing together strong account planning, consultative selling, and public sector insight, you will help federal agencies modernise digital services, unlock data, and accelerate mission outcomes through API-led connectivity.
Please note: This role will be working across federal customer accounts including national security. Security clearance, or the ability to obtain clearance, will be required.
This is not a typical software sales role. As a Federal Account Executive for MuleSoft, you will play a direct role in helping government agencies — including those operating in national security environments, transform how they operate, connect systems, and deliver services to citizens. You will engage with decision-makers across departments and agencies to understand strategic priorities, navigate procurement complexity, and align MuleSoft solutions to government-wide transformation agendas.
Success in this role requires a strong ability to build executive relationships, create demand, and drive long-term strategic engagement across a complex federal environment, including sensitive and classified agency contexts.
What You'll Actually Be Doing
- Federal Territory Strategy: Develop and execute a comprehensive territory plan across federal agencies and departments, including national security, identifying whitespace, prioritising target accounts, and building a clear engagement strategy aligned to agency priorities and transformation goals.
- Strategic Account Planning: Build detailed account plans that map stakeholders, business priorities, technical environments, procurement pathways, and growth opportunities across assigned federal accounts.
- Sales Leadership: Own and manage the end-to-end sales cycle from prospecting and qualification through to solutioning, negotiation, and close. Consistently meet and exceed sales targets through disciplined execution and value-based selling.
- Executive Engagement: Build and nurture trusted relationships with senior government stakeholders, including department leaders, program owners, digital transformation leaders, IT executives, and procurement contacts. Establish yourself as a credible advisor who understands the public sector environment, including national security imperatives.
- Drive New Engagement: Proactively create and expand engagement across federal agencies and departments by uncovering opportunities, initiating strategic conversations, and building momentum for MuleSoft solutions within both existing and new accounts.
- Solution Selling: Identify complex integration, interoperability, and data challenges within federal organisations — including national security agencies, and position MuleSoft solutions to deliver measurable business and mission value, including improved agility, efficiency, and citizen service outcomes.
- Cross-functional Collaboration: Lead and coordinate cross-functional support across Business Development, Solution Engineering, Customer Success, Marketing, Alliances, and leadership teams to drive account strategy and deliver a strong customer experience.
- Government Market Insight: Maintain a strong understanding of the federal government landscape, including agency priorities, procurement frameworks, policy considerations, funding cycles, digital transformation trends, and national security requirements.
- Forecasting and CRM Discipline: Maintain accurate account plans, opportunity updates, pipeline visibility, and forecast hygiene in Salesforce CRM.
You're Our Person If...
- Proven Enterprise Sales Success: Demonstrated success in enterprise software sales with a track record of meeting and exceeding quota in complex, multi-stakeholder environments.
- Federal Government Experience: Experience selling into federal government agencies or departments, with a strong understanding of how government organisations operate, buy, and deliver transformation programs. Experience with national security accounts is highly regarded.
- Security Clearance: Current security clearance, or the ability to obtain and maintain the necessary clearances to support national security customer engagements.
- Strategic Territory Management: Ability to build and execute territory and account strategies that create long-term pipeline and drive growth across a defined federal portfolio.
- Consultative Selling Skills: Strong ability to engage diverse stakeholders, uncover business needs, articulate value, and lead strategic, solution-based sales conversations.
- Executive Presence: Confidence engaging senior leaders and navigating complex account environments with credibility, commercial acumen, and strong communication skills.
- Cross-functional Leadership: Ability to orchestrate internal resources effectively and lead virtual teams to drive aligned execution and customer outcomes.
- Resilience and Adaptability: Strong interpersonal skills, curiosity, and a growth mindset, with the ability to navigate long sales cycles, evolving priorities, and ambiguity.
- Technology Affinity: Passion for digital transformation and an understanding of integration, APIs, data connectivity, and enterprise technology platforms. Familiarity with MuleSoft is advantageous.