Federal Account Director

WE ARE AN APPLIED AI LAB BUILDING END-TO-END SOFTWARE AGENTS. We're the makers of Devin, the first AI software engineer, and Windsurf, the AI-native IDE. Together, they represent our vision for collaborative AI teammates that enable engineers to focus on more interesting problems and empower teams to strive for more ambitious goals. Our team is small and talent-dense. Among our founding team, we have world-class competitive programmers, former founders, and leaders from companies at the cutting edge of AI including Scale AI, Palantir, Cursor, Waymo, Tesla, Lunchclub, Modal, Google DeepMind, and Nuro. Building Devin is just the first step—our hardest challenges still lie ahead. If you’re excited to solve some of the world’s biggest problems and build AI that can reason on real-world tasks, apply to join us. ABOUT THE ROLE As a Federal Account Executive you will own revenue growth across U.S. federal customers and partners, driving adoption of Devin within mission critical government and national security environments. You will source, close, and operationalize deals while feeding direct customer signal back into Cognition’s product and engineering teams. You will work cross functionally with product, engineering, and leadership to shape Devin for federal use cases and accelerate Cognition’s federal market penetration. This role requires experience selling highly technical software into complex federal organizations, comfort operating in regulated acquisition environments, and the persistence required to move programs from initial engagement to production deployment. In this role, you will: - Own the full federal sales lifecycle from account targeting and capture strategy through award, onboarding, and expansion - Drive revenue across the Dept. of War (DoW), intelligence community (IC), federal civilian agencies, and federal contractors, including large primes (OEMs and system integrators) - Navigate complex stakeholder sets including mission owners, technical leadership, contracting officers, security, legal, and executive sponsors - Develop capture strategies across primes, subcontracting paths, OTAs, CSOs, pilots, and direct awards - Translate mission and technical requirements into high-value Devin use cases across software engineering, data, AI, and platform teams - Deliver technically credible demos and engage deeply with customer engineering teams - Identify new federal and contractor use cases and provide structured feedback to product and engineering - Build early federal GTM motion including pipeline generation, partner strategy, and repeatable sales process Requirements - Proven success selling technical software into U.S. federal customers and/or major system integrators/defense prime OEMs, with wins via primes or direct vehicles such as OTAs, CSOs, pilots, or programs of record - Experience engaging DoW, IC, and or federal civilian agencies in classified or regulated environments - Strong technical background as a software engineer, sales engineer, forward deployed engineer, or equivalent technical fluency - Ability to quickly learn complex technical systems, mission constraints, and acquisition processes - Comfortable operating in ambiguous, fast changing startup environments with minimal structure - Strong ownership mindset with bias toward execution and results You may excel if you: - Have founded or scaled an early stage company - Have closed large, multi-stakeholder enterprise or federal software deals - Have experience moving pilots into production within federal environments - Have a computer science or engineering background and moved into GTM to work closer to customers - Thrive in high intensity, high accountability environments EQUAL OPPORTUNITY Cognition is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. We are committed to providing reasonable accommodations for candidates with disabilities throughout the hiring process - please let us know if you need any.