Federal Account Executive at Instabase

Job Overview

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Federal Account Executive at Instabase

Federal Account Executive at Instabase

About the Job at Instabase

At Instabase, our passion lies in democratizing access to cutting-edge AI innovation, allowing any organization to solve previously insurmountable unstructured data problems within their industry. With customers ranging from the world’s largest and most complex institutions, and backing from prominent investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is undeniable.

Instabase operates as a remote company, deeply rooted in flexibility. Employees have the option to work from global offices in Menlo Park, New York, London, or Bangalore, or to work fully remotely or in a hybrid capacity. Our people are at the heart of our value proposition, forming an experimental, curious, and customer-focused team that is fundamentally changing how developers build and distribute intelligent business applications.

Instabase is an Equal Opportunity Employer, committed to creating an inclusive workplace. We encourage all qualified applicants to apply, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, or disability status. Research indicates that women often feel they need to meet 100% of the job criteria to apply, while men apply after meeting about 60%. Regardless of identity, if you believe you can do the job and are a good match, we encourage you to apply.

Role: Account Executive – Federal Enterprise Sales Team

Our Federal Enterprise Sales Team plays a crucial role in accelerating innovation within the largest federal agencies and systems integrators. We are expanding this team and are seeking new members to contribute to the tribe. As an Account Executive, you will focus on new customer acquisition and growth across various agencies supporting the critical missions of federal customers.

Key Responsibilities:

  • Build and maintain strong relationships with key stakeholders within federal agencies.
  • Develop and execute a comprehensive sales strategy to achieve revenue targets and growth objectives.
  • Identify and pursue new business opportunities within the federal market.
  • Demonstrate in-depth knowledge of our software solutions and articulate how they address the specific needs of federal agencies.
  • Conduct product demonstrations and presentations to showcase the value proposition.
  • Establish, develop, and maintain positive business and customer relationships within the territory and partner ecosystem.
  • Attend relevant industry events and conferences to enhance market brand and awareness.
  • Collaborate with internal stakeholders for customer success, including Account Development Reps, Sales Engineering, and Solution Architects.
  • Educate client procurement professionals and potential partners about Instabase’s capabilities.


  • 5+ years of experience in business capture and proposal delivery in the government market.
  • Expertise in key markets such as the intelligence community or federal financials.
  • Demonstrated success in achieving and exceeding quota attainment YoY through both direct and indirect sales.
  • Strong reputation for customer success.
  • Extensive network of government contacts with the ability to engage from day 1.
  • Strategic and analytical thinking skills with a proven track record of identifying new opportunities.
  • High aptitude for cross-functional collaboration and influence both internally and externally.
  • Solid understanding of the federal acquisition process, capture management, and proposal delivery.
  • Self-starter with an ability to work in a startup environment.
  • Active Top Secret Clearance (TS, TS/SCI) preferred but not essential.

How You Work:

  • Analytical thinker with the ability to grasp complex information and formulate solutions.
  • Intellectually curious with a strong desire to learn.
  • Emotionally intelligent and highly sensitive to others.
  • Embraces a Growth Mindset, constantly seeking improvement in oneself.
  • Respects and remains humble to everyone.

Join us at Instabase to contribute to the next stage of growth and scale, accelerating your career with a company at the forefront of transforming unstructured data challenges.

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