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Account Executive - Federal Government (Remote, United States)

M-Files logoM-FilesRemote from United StatesFull-timeListed 4w ago
Apply on M-Files (shows the role here)Before you apply: what we know about M-Files

This posting does not state its pay. Account Executive roles that state pay post a typical $125k/yr (band $81.5k–$320k/yr); across the 1,001 open roles on Public sector sales jobs, every seat together, it is $185k/yr. How posted pay is measured.

The posting

APPLICATION DEADLINE:This opportunity will be taken offline based on applicant volume. We encourage you to apply today if interested.

We know the job search process can feel uncertain and want to be respectful of your time and interest. All candidates who apply online will receive application status updates via email. Thank you for considering M-Files as your next career opportunity.

Who we are

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases - spanning universal and industry-specific workflows - to enable secure collaboration, automate processes, and ensure governance.

Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries.

At M-Files, our Guiding Principles unite us across diverse cultures and personalities:

  • Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results.
  • Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together.
  • Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed.

To learn more about us we encourage you to visit http://www.m-files.com/careers

Learn more about what earned us the https://www.greatplacetowork.com/certified-company/1419975

M-Files is seeking a highly accomplished Federal Account Executive to lead new business acquisition efforts across the United States Federal Government. This role is responsible for identifying, developing, and closing strategic opportunities within civilian, defense, and independent federal agencies while expanding M-Files' presence as a trusted provider of AI-powered document management, information governance, workflow automation, and knowledge work automation solutions.

This is a highly strategic hunter role focused exclusively on net new business development. The successful candidate will possess a strong understanding of the federal marketplace, agency modernization initiatives, records management requirements, compliance frameworks, and the acquisition processes that drive federal technology investments.

The Federal Account Executive will be expected to establish relationships with senior government stakeholders, program leadership, records management professionals, contracting officers, system integrators, and partner organizations to identify opportunities and drive successful outcomes. This individual must be capable of navigating long and complex sales cycles while creating executive alignment around business outcomes, operational efficiencies, compliance objectives, and digital transformation initiatives.

Success in this role requires a combination of strategic account planning, disciplined prospecting, executive relationship building, and enterprise solution selling. The ideal candidate is comfortable operating independently, has experience developing federal territories from the ground up, and possesses the credibility to engage confidently with both government leadership and strategic partners. This individual will serve as a trusted advisor to prospects while helping agencies modernize how they manage information, automate mission-critical processes, improve governance, and leverage AI to increase productivity and operational effectiveness.

Responsibilities

  • Drive net new sales opportunities within assigned federal agencies.
  • Develop and execute strategic federal account plans.
  • Build relationships with executives, program leaders, records officers, contracting officials, and IT leadership.
  • Navigate federal procurement processes and acquisition vehicles.
  • Work with partners, resellers, and systems integrators to increase market penetration.
  • Position M-Files as a solution for records management, compliance, knowledge management, workflow automation, and operational modernization.
  • Lead complex opportunity management from prospecting through contract award.
  • Deliver accurate forecasting and pipeline management.
  • Build and maintain a healthy federal pipeline capable of exceeding annual quota expectations.
  • Represent M-Files at federal industry events, partner functions, and government-focused conferences.

Success Profile

You thrive in highly complex sales environments, understand how federal agencies evaluate and purchase technology, and possess the persistence, strategic mindset, and relationship-building skills necessary to create and close transformational opportunities within the federal ecosystem.

Key Interfaces to Other M-Files Roles

  • Direct Sales team members
  • Sales Engineers
  • Business Development Representatives
  • Professional Services
  • Customer Success
  • Product Management
  • Marketing

Requirements

  • 10+ years of enterprise software sales experience.
  • Minimum of several years selling directly into U.S. Federal Government agencies.
  • Strong understanding of federal procurement environments and acquisition processes.
  • Existing relationships within civilian, defense, intelligence, or independent agencies preferred.
  • Demonstrated success selling complex SaaS, information management, cybersecurity, governance, or enterprise platform solutions.
  • Proven history of exceeding quota within a net new business development role.
  • Experience working with federal system integrators, channel partners, and strategic alliance organizations.
  • Strong executive presence and ability to communicate value to multiple stakeholder groups.

What We Offer:

  • As remote enabled company our employees enjoy the flexibility to establish their own life/work balance
  • 10 paid holidays annually
  • Unlimited PTO
  • Matching 401K Plan (25% of employee's contribution up to the IRS max)
  • Health insurance (PPO and HDHP/HSA plans offered)
  • Dental insurance
  • Vision insurance
  • Life insurance (1x employee salary)
  • Short-term disability (employer paid)
  • Long-term disability (employer paid)
  • Flexible Spending Plan (medical and dependent)

Where you can sell from

Fully remote, for people based in United States.

Taken from M-Files's own posting, last seen live on 4 Nov 2026.

Apply on M-Files (shows the role here)

The application

Your details, then 12 questions (4 written).

Have readyPhoto (optional)CV (optional)Cover letter (optional)
  1. 1.
    HeadlineShort answer · optional
  2. 2.
    EducationShort answer · optional
  3. 3.
    ExperienceShort answer · optional
  4. 4.
    SummaryWritten answer · optional
  5. 5.
    Are you eligible to work within the United States or do you require sponsorship? (includes temporary work visas)Yes or no
  6. 6.
    Have you personally closed software deals with state, county, or municipal governments in the last 5 years?Yes or no
  7. 7.
    Which government segments have you sold into?Written answer
  8. 8.
    What was your largest closed-won State or Local Government deal? Please give the deal size, the agency type, and the length of the sales cycle.Written answer
  9. 9.
    Are you proficient in using Salesforce or similar CRM tools to manage pipeline, forecast, and track opportunities?Yes or no
  10. 10.
    This role will require travel for key meetings and events. Are you able and willing to travel as needed? (Business related travel is covered by M-Files)Yes or no
  11. 11.
    What time zone will you reside in during your employment with us? This is a remote role.Short answer
  12. 12.
    What are your base salary and OTE expectations?Written answer

From M-Files's apply page, checked 4 Nov 2026.

About M-Files

A document management system that files content by metadata (client, project, contract) instead of folders, with built-in workflow, AI and Microsoft 365 integration, sold to accounting, consulting, engineering, manufacturing, energy and government organizations.

Pay schedule: Salaried, remote-enabled roles with uncapped commission named for the Norway sales engineer, and in the US unlimited PTO, a matching 401(k), health cover and life insurance at one times salary.

M-Files's sales postings, in full Live feed of M-Files openings The M-Files company page

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