Senior Account Executive, Federal Defense and Intelligence

Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems. As a Senior Account Executive at Cohere you will have ownership of the full sales cycle - from identifying leads to closing deals, with Defense and Intelligence customers in the United States.

Responsibilities

Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across US Federal Defense and Intelligence organizations; Develop and execute a sales plan for the U.S. Department of War, Combatant Commands and other departments in national security; Act as a trusted advisor and thought partner to national security professionals and prospects by understanding their goals and shaping AI solutions that deliver measurable value; Work closely with channel partners, particularly Distributors and VARs as well as major system integrators to scale outreach, accelerate adoption, and maximize customer success; Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships; Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions; Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth; Own the full sales cycle; including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment

Requirements

10+ years of direct public sector sales experience in the U.S. Defense and Intelligence communities, with a proven track record of closing $5M+ annual quotas; Deep knowledge of federal procurement cycles and decision-making processes, how to work with resellers, VARs and distributors; Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations (e.g., AFCEA, AUSA); Experience selling SaaS, AI/ML, or enterprise software solutions to government clients; High tolerance for ambiguity, you are both a strategist and a hands-on operator capable of building a market from the ground up; Strong organizational skills, with the ability to manage multiple internal and external stakeholders across fast-moving deals; Creativity and strong technical acumen to structure unique, mutually beneficial partnerships; Excellent communication skills, you listen deeply, understand what matters to senior decision-makers, and confidently present to both technical and non-technical audiences; Must be based in Washington, D.C., Maryland, or Virginia with willingness to travel (25-35%)

Benefits

A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch; Full health and dental benefits, including a separate budget for mental health; RRSP matching, 401K, Pension Scheme; 100% Parental Leave top-up for up to 6 months, for either parent; Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit; Education & learning stipend for conferences, courses, and coaching; 6 weeks of paid vacation (30 working days); Budget for traveling to other offices if you are remote, plus an annual company offsite; For those in the office: a daily lunch program, plenty of snacks, and regular community and social events; For those not near an office: a co-working benefit so you can work alongside others in your city; Everyone receives a $500 home office stipend to set up your workspace properly