[All remote jobs](https://jobicy.com/jobs.md)[![Collibra logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/25583c1c-221.jpg)](https://jobicy.com/company/collibra.md)[Collibra](https://jobicy.com/company/collibra.md) # Senior Account Executive II, Federal DOW/Army/Navy/Air Force/Pentagon Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/collibra.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 140k–175k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished31 Oct 2026Apply before30 Nov 2026Listing views35Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Collibra is hiring a senior federal account executive to grow strategic Department of War/Defense, Army, Navy, Air Force, and Pentagon accounts. The role owns the full enterprise sales cycle, from demand creation and pipeline development through technical and financial evaluation, closing, adoption, and expansion. Candidates need extensive field-sales experience with federal defense buyers, a record of exceeding quota, and the ability to navigate complex multi-stakeholder SaaS sales. US citizenship and residence in the United States are required, while an active security clearance is preferred. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes enterprise sales role involving major federal defense accounts, complex procurement paths, and numerous technical and business stakeholders. Success depends on an established federal network, consistent quota performance, and independent territory execution. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$157,500US market range (per year)$150k–$220k0$242.00k AI insightThe employer explicitly lists a USD 140,000–175,000 annual base-salary range, with additional commission-based compensation. The midpoint base salary is USD 157,500 per year. Estimated US market base pay for a senior federal enterprise account executive is USD 150,000–220,000 annually; total earnings may be materially higher when commission is achieved. ## Core skills Skills and capabilities most closely associated with this opportunity. [Federal enterprise sales](https://jobicy.com/jobs?search_keywords=Federal%20enterprise%20sales.md)[Defense account management](https://jobicy.com/jobs?search_keywords=Defense%20account%20management.md)[SaaS sales](https://jobicy.com/jobs?search_keywords=SaaS%20sales.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Complex deal management](https://jobicy.com/jobs?search_keywords=Complex%20deal%20management.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.md)[Quota attainment](https://jobicy.com/jobs?search_keywords=Quota%20attainment.md)[Strategic account planning](https://jobicy.com/jobs?search_keywords=Strategic%20account%20planning.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Data management software](https://jobicy.com/jobs?search_keywords=Data%20management%20software.md)[Sales negotiation](https://jobicy.com/jobs?search_keywords=Sales%20negotiation.md)[Technical solution selling](https://jobicy.com/jobs?search_keywords=Technical%20solution%20selling.md)[Government procurement](https://jobicy.com/jobs?search_keywords=Government%20procurement.md)[AI tool proficiency](https://jobicy.com/jobs?search_keywords=AI%20tool%20proficiency.md) Sample interview questionsDescribe a complex federal defense opportunity that you originated and closed.I would explain the account context, stakeholder map, mission problem, competitive landscape, procurement route, and quantified business outcome. I would emphasize how I built consensus across technical users, program leadership, contracting, and executive sponsors. How do you build a pipeline in a new federal territory? I segment accounts by mission priority, installed technology, modernization initiatives, budget timing, and relationship access. I create account plans for high-value targets, use focused outreach and partners to establish discovery conversations, and inspect pipeline coverage and next steps weekly. How do you position a data intelligence platform to a defense customer? I begin with the customer’s mission, governance, risk, and data-discovery challenges rather than product features. I then connect measurable outcomes such as improved trusted-data access, policy compliance, and faster decision-making to a phased adoption plan. How do you manage a sales cycle with both technical evaluators and financial decision-makers? I maintain a stakeholder map with each person’s priorities, decision criteria, influence, and required proof points. I coordinate technical validation, value modeling, security discussions, and executive alignment against a mutually agreed close plan. What would you do in your first 90 days in this role? I would complete product and federal-market onboarding, review the assigned territory and existing account history, and build prioritized account plans. I would establish internal relationships, validate partner coverage, launch targeted outreach, and create a qualified pipeline with documented next steps. Opportunity details ## About this role. ### Joining Collibra’s Public Sector team Make an impact at Collibra Public Sector by driving growth in US federal DOW agencies. This role will be responsible for selling Collibra’s value and vision to prospects and existing customers, offering a complete solution that includes software, support and services. As part of our federal sales team, you will manage some of Collibra’s largest accounts. You will use your knowledge and skills in enterprise sales to establish trusted and credible relationships, build Collibra’s brand and awareness around our solutions, and serve as a data intelligence advisor throughout the customer journey. You will be actively involved in the entire sales cycle creating initial demand, progressing the opportunity through the technical and financial decision process, and ensuring adoption and expansion after the sale. ### Collibra Public Sector Account Executive II, Federal at Collibra are responsible for * 5+ years in a technical customer facing role, ideally supporting Enterprise Class customers in an SaaS environment. * Experience in Technical Account Management, Support or similar type of Premium or Signature Service organization dealing with Enterprise Software Application Support. * Experience troubleshooting web-based applications. * Experience with Java, REST API and SSO and a working knowledge of kubernetes, with VM, SQL, SSL, SSO, and LDAP a plus. * Experience and a strong interest in developing deep customer relationships while facilitating discussions about enterprise IT architecture. ### You have * Consistently exceeded assigned sales quotas. * Experience in the data storage or data management software industry. * 7 + years experience calling on federal defense accounts in a field sales capacity. * Prior relationships with Departments of Defense/War, Army, Fourth Estate. * Originated and closed complex sales with multiple technical and business stakeholders. * Managed consultative sales processes, with value-based impacts or outcomes. * A bachelor’s degree or equivalent related working experience. * US citizenship (required) and active security clearance (preferred). * Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows. * Because this role supports the US government, it is required that this candidate be a US citizen who resides on US soil. ### You are * Known for your integrity, and commitment to the customer. * Detail and results oriented – you work backwards from a goal using documented plans. * Composed, resourceful, and comfortable in high-growth high-expectation environments. * Adaptive, accountable, and execution-oriented. * A concise communicator, persuasive negotiator, collaborative seller. * Proud of your work and aim for excellence. * Flexible to travel as required. ### Measures of success * Within your first month, you will have completed onboarding, connected with your team members as well as with your functional peers. * Within your third month, you will be building a pipeline of business in your assigned territory. * Within your sixth month, you will have solid foundation of prospective clients who you will be close to closing. ### Compensation for this role The standard base salary range for this position is $140,000 – $175,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location. In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more. ### Benefits at Collibra Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about [Collibra’s benefits](https://www.collibra.com/us/en/company/careers/benefits). We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about [diversity, equity, and inclusion](https://www.collibra.com/us/en/company/careers/dei) at Collibra. At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone. With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our [Accommodations for Applicants form](https://www.collibra.com/us/en/company/careers/accommodations). 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