Key Account Manager - Federal Gov't

Key Account Manager – Federal Government

Location: Washington, D.C. Metro Area
Reports To: Director of Sales, U.S.
Travel Requirement: Up to 50% domestic

Overview

Leverage your expertise in the Federal Government space and your passion for technology in this pivotal Key Account Manager (KAM) role. As the KAM for the Federal Government vertical, you will be responsible for developing and growing strategic relationships across federal agencies, delivering value through Milestone’s open-platform video management solutions.

You will lead our go-to-market strategy within this complex vertical, engaging directly with end users, systems integrators, consultants, and key partners. As a strategic contributor to Milestone’s U.S. growth, you will work cross-functionally to influence product development, solution design, and federal alignment, while delivering against pipeline and revenue goals.

Key Responsibilities

• Federal Strategy Leadership
  Serve as the strategic business leader and subject matter expert for the Federal Government vertical. Shape and execute vertical-specific strategies aligned with Milestone’s growth objectives.
• End User & Stakeholder Engagement
  Build and grow trusted relationships with decision-makers across federal agencies, including procurement, operations, and IT/security leaders.
• Sales Execution & Pipeline Development
  Identify and pursue new business opportunities across the federal landscape. Own the full sales cycle from account mapping and opportunity creation to proposal development, value positioning, and close.
• Navigate Federal Procurement
  Demonstrate deep experience working within IDIQs, GWACs, GSA schedules, and agency-specific contracting vehicles. Lead RFP responses and complex proposal submissions.
• Partner Collaboration
  Collaborate closely with key channel partners, consultants, and Milestone’s internal overlay teams to deliver joint value and ensure consistent federal messaging and execution.
• Thought Leadership & Market Influence
  Represent Milestone at key industry events, trade shows, and federal working groups. Drive awareness, thought leadership, and technology evangelism across the public sector ecosystem.
• Internal Collaboration & Enablement
  Partner with Solutions Engineers, Channel Business Managers, Marketing, and Product teams to influence the roadmap, support enablement, and close vertical-specific gaps.
• Data-Driven Forecasting & Reporting
  Maintain a disciplined sales process, ensuring pipeline health and forecast accuracy via Salesforce. Track engagement activities, meeting reports as well as opportunity progression, and KPI attainment.

Required Qualifications

• Minimum 10 years of B2B sales experience, with at least 5 years selling into U.S. federal agencies
• Proven track record managing large, complex opportunities and navigating federal procurement cycles
• Deep knowledge of federal compliance, procurement, and contracting processes (e.g., IDIQ, GWAC, RFP)
• Established network within federal civilian and/or defense agencies
• Demonstrated ability to build strategic account plans and execute against defined targets
• Experience influencing cross-functional teams and managing stakeholders across sales, marketing, and engineering
• Comfortable working with CRM tools; Salesforce experience preferred
• Bachelor’s degree required, advanced degree or certifications in security, government affairs, or related field a plus
• Professional background in military, law enforcement, or public safety strongly preferred

Travel: This role requires frequent domestic travel and occasional international travel, primarily by air. Candidates must be able and willing to travel by airplane to meet with clients, attend industry events, and support regional sales initiatives. Estimated travel: 50%, including overnight stays.

What We Offer

• A dynamic, fast-paced environment with strong growth opportunities
• A values-driven, people-first company culture
• Comprehensive benefits, professional development resources, and a collaborative team atmosphere
• The opportunity to lead Milestone’s go-to-market efforts in one of the most strategically critical verticals

Why Milestone? 

Ranked among the 100 Best Companies to Work for in Oregon, Milestone offers excellent benefits and a great culture. Employees here have flexible work environments, opportunities for further education, and the ability to directly affect change in our organization.  

The annual on-target earnings for this position range from $190,000 to $230,000. Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone’s total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy. 

Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer. 

Contact and application 

Are you excited about this opportunity? We encourage you to apply as soon as possible. We will continuously take candidates into the recruitment process continuously, and the position will remain open until a suitable candidate is found.

Please apply on our website: www.milestonesys.com 

If you have any questions, you are welcome to contact Kristen Clark-Fisher, Talent Acquisition Partner, at [email protected]

We look forward to receiving your application.