Who is Trace3 ? Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executives and their organizations to achieve competitive advantage through a process of Integrate, Automate, Innovate. Our culture at Trace3 embodies the spirit of a startup with the advantage of a scalable business.
Employees can grow their career and have fun while doing it! Trace3 is headquartered in Irvine, California. We employ more than 1,200 people all over the United States. Our major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, San Francisco. Ready to discover the possibilities that live in technology? Come Join Us! Street-Smart - Thriving in Dynamic Times We are flexible and resilient in a fast-changing environment.
We continuously innovate and drive constructive change while keeping a focus on the “big picture.” We exercise sound business judgment in making high-quality decisions in a timely and cost-effective manner. We are highly creative and can dig deep within ourselves to find positive solutions to different problems. Juice - The “Stuff” it takes to be a Needle Mover We get things done and drive results. We lead without a title, empowering others through a can-do attitude.
We look forward to the goal, mentally mapping out every checkpoint on the pathway to success, and visualizing what the final destination looks and feels like. Teamwork - Humble, Hungry and Smart We are humble individuals who understand how our job impacts the company's mission. We treat others with respect, admit mistakes, give credit where it’s due and demonstrate transparency. We “bring the weather” by exhibiting positive leadership and solution-focused thinking.
We hug people in their trials, struggles, and failures – not just their success. We appreciate the individuality of the people around us. JOB SUMMARY: The Account Executive II, Federal is responsible for driving profitable growth by developing strategic customer relationships, creating new business opportunities, and delivering innovative technology and services that enable mission success across the Federal Government and Federal System Integrator community.
Serving as the primary business leader for an assigned territory, the Account Executive develops and executes comprehensive account strategies that align customer mission priorities with Trace3 Government’s engineering expertise, professional services, managed services, cloud, cybersecurity, AI, infrastructure, and strategic technology partnerships. Success in this role requires a disciplined approach to business development, consultative selling, executive engagement, capture planning, and long-term account development.
The Account Executive serves as the quarterback for every customer engagement, leading cross-functional teams consisting of Business Development, Solution Architects, Engineering, Project Management, Customer Success, executive leadership, and strategic technology partners to develop winning strategies and deliver exceptional customer outcomes. This role requires the ability to navigate complex Federal organizations, understand mission priorities, acquisition strategies, budgeting cycles, and procurement processes while building trusted relationships with government executives, acquisition professionals, program leadership, and industry partners.
The successful candidate consistently balances short-term revenue objectives with long-term customer success by identifying opportunities where commercial innovation can accelerate mission execution. The ideal candidate is an entrepreneurial, results-oriented leader who demonstrates intellectual curiosity, extreme ownership, operational discipline, and a passion for serving the Federal Government. They are expected to create demand, expand existing relationships, accurately forecast business, and consistently exceed revenue and gross profit objectives while representing Trace3 Government with the highest standards of professionalism, integrity, and accountability.
At Trace3 Government, we believe Commercial Innovation supports Mission Execution. The Account Executive plays a critical role in translating the innovation of the commercial technology market into mission-ready solutions that help our customers solve their most complex challenges. SUMMARY OF ESSENTIAL JOB FUNCTIONS: Business Development & Territory Leadership Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities.
Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning. Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities. Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives.
Executive Customer Engagement Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors. Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives. Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation.
Opportunity Leadership Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners. Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities.
Coordinate internal and external resources to maximize customer success and increase probability of win. Strategic Solution Development Develop customer strategies that integrate professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology partnerships. Develop joint business plans with strategic OEM partners to create pipeline, executive engagement opportunities, and mutual revenue growth.
Stay current on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively advise customers. Operational Excellence Maintain a healthy sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecast discipline. Deliver accurate revenue forecasts, pipeline reporting, and business insights to sales leadership. Effectively manage the complete sales lifecycle from opportunity identification through contract award and successful transition to delivery teams.
Leadership & Culture Demonstrate intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in every customer interaction. Foster a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement initiatives. Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community activities.
REQUIRED SKILLS AND EXPERIENCE: 7+ years of progressively responsible enterprise technology sales experience with demonstrated success selling complex solutions to the U.S. Federal Government. Proven record of creating new business opportunities and exceeding multi-million-dollar revenue and gross profit objectives. Experience leading complex enterprise sales involving multiple stakeholders, technical teams, and executive decision makers.
Demonstrated understanding of Federal acquisition processes, contract vehicles, budgeting cycles, and procurement organizations. Experience developing executive relationships across government agencies, Federal System Integrators, and strategic technology partners. Strong consultative selling, executive communication, negotiation, and account planning skills. Ability to lead cross-functional teams through complex opportunity pursuits from qualification through award.
Ability to travel as required to support customers, partners, conferences, and internal business objectives. DESIRED SKILLS AND EXPERIENCE: Experience selling to US Air Force, US Space Force, US Navy/Marine Corps, US Army, Intelligence Community, Missile Defense Agency, Dept of Veteran Affairs, Federal System Integrators, or other DoD or Federal Civilian Agencies. Experience or background in Air, Space, Missile Warning, Missile Defense, or Command and Control mission domains.
Experience with selling Cybersecurity, AI, Digital Mo