Senior Account Executive, Federal at MinIO in Remote, DC

Job description

• The federal government generates more data every day than most organizations manage in a decade, streaming continuously from satellites, unmanned systems, sensors, and warfighters across every domain and classification level. At the same time, AI is transforming how that data gets used, from massive training data lakes to real-time decision-making at the tactical edge. MinIO sits at the center of both problems. We are the data foundation that lets federal and defense customers store, move, and act on their data at any scale, in any environment, including the most austere and disconnected ones on the planet. This isn't incremental infrastructure work; it's the layer that decides whether the right data reaches the right decision-maker at the right moment.
• The Federal Senior Account Executive at MinIO will lead new business development for our Federal practice in an individual contributor capacity. MinIO Federal is a channel-first organization. The right candidate has a working network of FSI, ecosystem, and channel partner relationships to activate on day one.

Responsibilities

• Drive Pipeline Through Partners: Actively develop and close new business across DoW, IC, and civilian agencies by activating and expanding relationships with existing and new federal channel partners and systems integrators.
• Leverage Existing Relationships: Bring and activate your own network of federal customer, partner, and FSI contacts to accelerate pipeline from day one. Established relationships with agencies, primes, or federal resellers are a core requirement of this role.
• Own the Sales Cycle: Manage the full sales cycle through close, maintaining a healthy, accurately forecasted pipeline.
• Articulate MinIO's Value in a Federal Context: Tailor MinIO's value proposition to federal buyers and their unique constraints, budget cycles, compliance requirements, and procurement vehicles, spanning both traditional data infrastructure and emerging AI/ML, inference, and agentic AI use cases, and equip partners to do the same.
• Cross-Functional Collaboration: Work closely with our Federal field architect, channel, and marketing resources to align technical, partner, and go-to-market strategy, and ensure a seamless customer and partner experience.
• Accurate Forecasting: Maintain transparent, accurate forecasts of pipeline and sales activity to support planning and the broader Federal growth model.

Requirements

• Established Federal Relationships: Existing, active relationships with federal systems integrators, resellers, and agency contacts that can be brought to bear immediately.
• Federal Sales Experience: 7+ years of experience in federal or public sector sales, with a demonstrated track record of sourcing and closing new business through partners and channel relationships.
• Channel-Led Sales Motion: Deep familiarity with partner-led federal sales models, deal registration, teaming agreements, and working alongside resellers and SIs rather than solely direct-to-agency.
• Domain Knowledge: Background in technology sales, ideally cloud-native infrastructure, storage, and/or AI/data platforms; understanding of federal buyer constraints (procurement vehicles, budget cycles, compliance).
• Startup/Growth-Stage Experience: Comfortable operating in a lean, fast-moving environment without the infrastructure of a large, established sales org.
• Challenger Approach: Skilled at identifying and challenging the status quo, demonstrating clear business value, and closing competitive deals.
• Excellent Communication: Strong verbal and written communication skills, able to represent MinIO credibly to agency stakeholders, partner executives, and internal leadership alike.
• Clearance: Active security clearance, or the ability to obtain one.
• Educational Background: BA or BS in a related field or equivalent experience.

Skills

Required

• Federal or public sector sales
• Full sales cycle management
• Forecasting and pipeline management
• Challenger sales approach
• Strong verbal and written communication

Benefits

• Health Care Plan (Medical, Dental & Vision)
• 401K with 3% Contribution
• Pre-IPO Stock Options
• At least 12 Public Holidays
• Flexible Time Off