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Progress That’s Built Around You
The Role
Own Federal Civilian, DOJ, and SLED accounts while driving new and expansion revenue. Lead complex enterprise software sales cycles, develop account plans, manage pipelines and forecasts, and navigate public-sector procurement, contract vehicles, compliance, and funding cycles. Build executive and agency stakeholder relationships, coordinate RFPs and renewals, and collaborate with systems integrators, resellers, channel partners, and internal teams to close large public-sector deals.
Summary Generated by Built In
We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.
We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Account Executive with a Federal SLED focus for our PFS organization and help us do what we do best: propelling business forward. This will be a remote role working out of your home office in the United States. Due to where team is located we need folks to be in EST, with a preference for Washington DC area.
Progress Federal Solutions is a wholly-owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more.
Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our primary product is a highly differentiated data management platform that helps our customers on their journey to get more value out of their enterprise data. We enable organizations to integrate all their data and metadata, power transactional and analytical applications, and curate data for machine learning and AI. To learn more visit www.progress.com/federal.
Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our primary product is a highly differentiated data management platform that helps our customers on their journey to get more value out of their enterprise data. We enable organizations to integrate all their data and metadata, power transactional and analytical applications, and curate data for machine learning and AI. To learn more visit www.progress.com/federal.
The Senior Account Executive – Federal SLED is responsible for driving net new and expansion revenue across U.S. Federal Civilian, DOJ, and SLED accounts. This role leads complex, consultative sales cycles that require navigating public-sector procurement, compliance, and multi stakeholder buying processes, while building trusted relationships with technical, functional, and executive customer stakeholders.
Success in this role requires strong knowledge of government contracting vehicles, experience selling enterprise software or data platforms, and the ability to operate effectively in long, highly structured sales cycles.
In this role, you will:
Revenue & Account Ownership
- Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings.
- Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals.
- Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines.
Public Sector Stakeholder Engagement
- Build and maintain multi threaded relationships across agency stakeholders, including:
- Program and mission owners
- Technical and architecture leaders
- Procurement and contracting officers
- Executive leadership (SES, CIO/CTO organizations)
- Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization.
Pipeline, Forecasting & Compliance
- Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets.
- Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors.
- Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines.
Partner & Ecosystem Collaboration
- Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage.
- Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations.
- Navigate partner led and prime/subcontractor deal models where applicable.
Your background:
- Proven experience selling enterprise B2B software or technology solutions into Federal and/or SLED customers.
- Demonstrated success driving six and seven figure deals within public sector environments.
- Strong understanding of Federal or SLED procurement processes, including contract vehicles and funding cycles.
- Excellent executive communication, negotiation, and consultative selling skills.
Preferred
- Experience selling data platforms, infrastructure software, or mission critical systems.
- Familiarity with common Federal SIs, channel partners, and contracting vehicles.
- Ability to influence without authority and lead complex internal deal teams.
Success Measures
- Achievement of quarterly and annual Federal/SLED bookings targets
- Pipeline health and forecast accuracy
- Expansion within existing agencies and penetration of new mission areas
- Strength and durability of executive level customer relationships
Base Salary Range: $140,250 - $165,000
This position is also eligible to participate in our commission plan. Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
This position is also eligible to participate in our commission plan. Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
Please note these roles are done as 50/50 splits so the commission range will also be $140-165,000
If this sounds like you and fits your experience and career goals, we’d be happy to chat.
What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:
- Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
- Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.
Apply now!
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Skills Required
- Proven experience selling enterprise B2B software or technology solutions to Federal and/or SLED customers
- Demonstrated success driving six- and seven-figure deals in public-sector environments
- Strong understanding of Federal or SLED procurement processes, including contract vehicles and funding cycles
- Excellent executive communication, negotiation, and consultative selling skills
- Experience selling data platforms, infrastructure software, or mission-critical systems
- Familiarity with common Federal systems integrators, channel partners, and contracting vehicles
- Ability to influence without authority and lead complex internal deal teams
Progress Software Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Progress Software and has not been reviewed or approved by Progress Software.
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Equity Value & Accessibility — Equity participation includes an employee stock purchase plan with a discounted purchase and an extended lookback window, improving accessibility and potential upside. Many roles highlight this plan as a standout component of total rewards.
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Leave & Time Off Breadth — Time off offerings include flexible or unlimited PTO, paid holidays, a birthday day off, parental leave, and paid volunteer time. Hybrid and remote options help make time-off policies more usable.
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Wellbeing & Lifestyle Benefits — Coverage spans medical, dental, vision, life and disability, mental health resources, an EAP, wellness programs, and optional add-ons like pet and identity protection. Professional development support, recognition programs, and workplace perks add to overall lifestyle value.
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The Company
What We Do
Progress Software empowers organizations to achieve transformational success in the face of disruptive change. Our software enables our customers to develop, deploy and manage responsible AI-powered applications and personalized digital experiences with agility and ease. Businesses of all sizes get a trusted provider in Progress, with the products, expertise and vision they need to turn AI disruption into a competitive advantage. Millions of developers and technologists at hundreds of thousands of organizations depend on Progress every day. Learn more at www.progress.com.
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