Senior Account Executive – Federal Civilian

Cloudera is hiring a Senior Account Executive – Federal Civilian for a remote role open to applicants in United States. It pays $350k a year and Level rates it ; you can apply on Cloudera.

Level's read on this job

Little AI ●○○○ is how Level rates this sales role: aI is not part of the work.
The listed pay starts 152% above the typical sales posting on Level.
The posting lists this role as remote.
Level lists 49 other open roles at Cloudera.
The role was posted in the last few days.

AI in this role

Business Area:

Sales

Seniority Level:

Mid-Senior level

Job Description:

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

Cloudera empowers federal agencies to solve their most complex, mission-critical challenges using data. Our hybrid data management, analytics, and Private AI platform operates seamlessly across on-premises, multi-cloud, and air-gapped environments driving transformative impact where data-driven decisions matter most.

The Cloudera Public Sector team is seeking an experienced, high-performing Senior Account Executive to lead and grow a strategic Federal Civilian (FedCiv) territory. In this role, you will lead complex, consultative sales engagements to help agency leaders modernize data architectures, meet federal data mandates, and securely deploy enterprise AI/ML capabilities at scale.

As a Senior Federal Civilian Account Executive, you will take full ownership of a strategic agency territory, developing detailed go-to-market plans and driving exponential year-over-year revenue growth. You will strive to serve as a trusted advisor to senior federal leadership (CIOs, CDOs, CISOs, CTOs, and Program Managers), mapping Cloudera’s capabilities to positive agency mission outcomes.

As a Sr Account Executive, you will manage:

Territory & Account Planning: Develop and execute a comprehensive territory strategy and business plan targeting key Federal Civilian agencies, driving net-new pipeline generation and expanding existing footprint.
Consultative Solution Selling: Lead complex sales cycles for Cloudera’s enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments.
Execution & Methodology: Rigorously apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, accurately forecast quarterly revenue, and accelerate deal velocity.
Federal Procurement Navigation: Navigate complex federal procurement processes, working closely with contracting officers, prime contractors, System Integrators (SIs), and key channel partners across federal contract vehicles (e.g., SEWP, GSA, etc.).
Cross-Functional Leadership: Orchestrate internal team resources including Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver seamless customer experiences and ensure long-term mission success.
Executive Relationship Building: Establish and nurture deep, trusted relationships with C-suite executives, senior agency decision-makers, and industry partners within greenfield and expansion accounts.

We are excited about you if:

5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
Proven Track Record: Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments.
Domain Expertise (preferred): Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration.
Sales Methodology Proficiency: Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.
Federal Ecosystem Knowledge: Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space.
Compliance & Security Awareness: Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).
This role is not eligible for immigration sponsorship

What Success Looks Like

Entrepreneurial Mindset: Thrives in a dynamic, high-growth environment with a high degree of autonomy and accountability.
Mission Alignment: Deep passion for helping federal agencies leverage technology to protect, serve, and innovate for the public good.
Collaborative Leadership: Drives results while fostering team cohesion, alignment, and shared success across internal and external partner teams.

The anticipated annual base salary range for this position is:

Washington $350K OTE- $370k OTE

What you can expect from us:

Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups

EEO/VEVRAA

#li- ch1

#li- remote

How we rate this

Senior Account Executive – Federal Civilian at Cloudera rates 34 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.