Senior Account Executive, Federal Defense and Intelligence

About the role

Cohere is seeking a Senior Account Executive to own the full sales cycle with Defense and Intelligence customers across the United States. You will focus on business development within the Department of War, Combatant Commands, and the broader national‑security community, shaping AI solutions that drive mission outcomes.

Key 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 national‑security departments.
• Act as a trusted advisor and thought partner to national‑security professionals, shaping AI solutions that deliver measurable value.
• Work closely with channel partners, including distributors, VARs and major system integrators, to scale outreach and accelerate adoption.
• Leverage senior‑level relationships with executives and government decision‑makers to drive strategic opportunities.
• 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—from discovery and validation to proof‑of‑concept, procurement and deal close—in a team‑selling environment.

Required profile

• 10+ years of direct public‑sector sales experience in U.S. Defense and Intelligence with a proven record of closing $5M+ annual quotas.
• Deep knowledge of federal procurement cycles and experience working with resellers, VARs and distributors.
• Established network in the D.C. metro area, including federal agencies, prime contractors and industry associations.
• Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
• High tolerance for ambiguity and ability to build a market from the ground up.
• Strong organizational skills to manage multiple internal and external stakeholders in fast‑moving deals.
• Excellent communication skills, able to present to both technical and non‑technical audiences.
• Based in Washington, D.C., Maryland, or Virginia with willingness to travel 25‑35%.

What we offer

• Weekly lunch stipend of $75 (or equivalent in local currency).
• Full health and dental benefits, including a dedicated mental‑health budget.
• RRSP matching, 401(k) and pension scheme.
• 100 % parental‑leave top‑up for up to six months for either parent.
• Annual enrichment benefits for arts, culture, fitness, quality time and workspace improvements.
• Education and learning stipend for conferences, courses and coaching.
• Six weeks of paid vacation (30 working days).
• $500 home‑office stipend and co‑working benefit for remote employees.
• Remote‑friendly policy with office locations worldwide and travel budget for office visits.