Account executive for federal government

FAST LTA is a German manufacturer of storage technology for the B2B market, with the product lines Silent Brick, Silent Cube, and Silent AI. We develop immutable, audit-proof, and energy-efficient storage solutions «Made in Germany»—a key argument in the public sector, where data sovereignty, resilience, and compliance requirements (NIS2, BSI IT-Grundschutz, KRITIS, GDPR) are increasingly important.

• You independently build a portfolio of strategic federal agency accounts, including account planning and whitespace analysis.
• You navigate complex buying centers (KdB, specialist departments, procurement offices, IT security officers, tender offices) and build strong relationships with decision-makers and influencers.
• You manage the entire sales cycle for public procurement procedures—from market research and expressions of interest through participation competitions to contract award (e.g. VOL, UVgO, and, where applicable, negotiated procedures).
• You work closely with reseller and systems house partners in accordance with the FAST LTA channel model (framework agreements, deal registration, joint proposal strategy).
• You develop and implement an opportunity strategy based on MEDDPICC, including forecast and pipeline maintenance in the CRM (Dynamics), as well as quota responsibility with regular reporting to the CRO.
• You work closely with Marketing on targeted demand generation (specialist conferences, public tender platforms, government events) and with Product Management/Presales on certification and compliance requirements (BSI, KRITIS, data sovereignty).

• You have several years of experience in selling IT infrastructure or storage solutions in the public sector, ideally focused on federal agencies.
• You have in-depth knowledge of public procurement procedures and law, as well as experience with framework agreements.
• You have a proven track record in enterprise/key account sales with long, multi-stage sales cycles and, ideally, a strong network in federal agencies and/or their IT service providers.
• You have experience in indirect sales through resellers/systems houses and are confident using MEDDPICC or comparable qualification frameworks.
• You have business-fluent German skills (including government German) and are willing to travel within Germany.

• Attractive salary plus company pension plan with a 30% employer contribution (ETF-based).
• Flexible working—home office after onboarding.
• A genuine team: short lines of communication, an appreciative culture, and regular events (Wiesn, Christmas party, after-work events).
• EGYM Wellpass—yoga and running training in the park with an external coach.
• JobRad and free parking.
• Family-friendly benefits—contributions towards childbirth and childcare costs.
• You benefit from an attractive compensation model with a clear quota structure, close collaboration with the CRO, Marketing, and Product Management, and a fully location-independent working model within Germany.