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

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