Enterprise Account Executive (Federal Civilian) - Deepgram

Company Overview

Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are 'Powered by Deepgram', including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words.

Company Operating Rhythm

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.

• Every team member is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work.
• We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success.
• Change is rapid; you can expect your day-to-day work to evolve quickly in this fast-paced environment.

Deepgram is the Voice AI platform powering the next generation of government contact centers, benefits and case processing, and real-time speech applications. Federal Civilian agencies represent the core buying constituency for mission-critical voice AI. We are hiring a Strategic Account Executive, Federal Civilian Agencies to build, grow, and scale Deepgram's civilian agency book of business from the ground up.

This is a builder role, directly reporting to the VP of Federal. You will own the strategy and execution for named civilian agency accounts, designing and driving direct, partner-assisted, and channel-enabled motions to deliver measurable pipeline and closed revenue.

What You'll Do

• Own the Federal Civilian GTM Strategy: Build and execute a named-account strategy for target agencies, including agency mission mapping, account plans, and stakeholder engagement across program, technical, and contracting stakeholders.
• Drive Execution Motions:
  • Direct: Prospect, qualify, and close opportunities directly with agency program offices and mission owners.
  • Partner-assisted: Co-sell with Deepgram's Federal Partnerships team and named SIs/primes already embedded in delivery contracts.
  • Channel-enabled: Route and manage deals through GSA Schedule resellers to meet agency purchasing requirements.
• Build Pipeline: Meet quarterly and annual targets, instrument the pipeline end-to-end in CRM, and own the number.
• Navigate Government Contracting: Handle RFIs, RFPs, sole-source/J&A justifications, and GSA Schedule ordering as part of the sales motion.
• Develop Win Strategies: Work with Sales and Applied Engineering to develop compliant, compelling responses to competitive and sole-source opportunities.
• Be AI-Native: Utilize AI agents for budget/RFP monitoring, automated pipeline hygiene, AI-generated outreach, and data pipelines joining CRM with public procurement data.
• Represent Deepgram: Engage externally at civilian-agency industry days, conferences (ACT-IAC, AFCEA, GITEC), and customer events.
• Cross-Functional Partnership: Work closely with Federal Partnerships, Applied Engineering, and Legal to accelerate civilian-agency revenue.
• Reporting: Own your pipeline dashboard with crisp, honest narratives each month and quarter.

What You Bring

• Must be a U.S. citizen.
• 5+ years of full-cycle sales experience, with at least 3 years directly selling to Federal Civilian agencies (enterprise SaaS/technology sales strongly preferred).
• Demonstrated track record of meeting or exceeding quota in complex, multi-stakeholder federal sales cycles.
• Experience building a federal territory or book of business from early-stage or zero.
• Strong command of how civilian agencies buy (program offices, contracting officers, GSA Schedule ordering, BPAs/IDIQs).
• Fluency with the broader federal AI/modernization landscape (EO 14058, FedRAMP, agentic AI, CCaaS ecosystems).
• Hands-on AI-native operator who uses AI tools daily and has built automations or workflows.
• Excellent executive presence with comfortable engagement for senior government stakeholders and leadership.
• Analytical rigor with data-driven decision making.
• Self-directed, high-ownership, and comfortable operating in ambiguous environments.

Nice-to-Haves

• Active security clearance (bonus, not a requirement).
• Existing relationships with stakeholders inside at least two target civilian agencies and/or the reseller ecosystem.
• Direct experience closing a novel or first-of-kind deal at a civilian agency.
• Background selling speech/voice AI, contact-center, or developer-first API products.
• Familiarity with sales methodologies such as Shipley or Solution Selling in government contexts.
• Experience building internal AI tooling for sales or revenue workflows.