About the team
USATII develops enterprise software for organizations managing complex, mission-critical operations. We build and deploy integrated platforms that give organizations direct control over their operational workflows, data, and technology infrastructure.
Our Federal Programs initiative is focused on bringing this approach to government agencies through forward-deployed engineering, secure software implementation, and long-term technical partnerships.
DART is USATII's deployment and workforce management platform, developed to support personnel readiness, qualifications, training, incident staffing, resource allocation, deployment operations, and operational reporting. Its integrated architecture brings together capabilities traditionally distributed across legacy systems and disconnected administrative processes.
We are building a federal team that will bring together account leadership, forward-deployed engineers, security specialists, solutions architects, and delivery professionals to support complex government implementations.
About the role
USATII is seeking a Federal Account Director to lead strategic customer relationships, federal business development, and account growth for DART.
This role combines technical understanding, federal acquisition expertise, executive relationship management, and long-term account strategy. You will engage directly with government mission owners, information technology leadership, contracting professionals, and federal systems integrators to identify opportunities where DART can meaningfully improve workforce readiness and operational execution.
An initial area of focus is the federal emergency management market, including the potential modernization of FEMA's legacy Deployment Tracking System. USATII has submitted a Sources Sought response for this requirement; no contract award has been made.
You will lead opportunities through the federal acquisition lifecycle, from early market engagement and technical evaluation to competitive procurement, contract execution, customer adoption, and expansion. You will collaborate closely with USATII's founder, forward-deployed engineering teams, technical leadership, and prospective federal delivery partners.
This role is intended for someone capable of developing a federal account from its earliest technical engagements into a durable, multimillion-dollar customer relationship.
The position will require regular engagement with federal customers and industry partners in Washington, DC, with flexibility for remote work and travel as mission requirements evolve.
In this role, you will:
- Own and execute the federal account strategy for DART, initially focusing on FEMA, DHS, and relevant civilian agencies responsible for emergency management, workforce readiness, and operational deployment.
- Develop relationships with senior government executives, program managers, mission owners, contracting professionals, information technology leadership, and other stakeholders involved in enterprise software acquisition.
- Lead account development throughout the federal procurement lifecycle, including Sources Sought notices, requests for information, industry engagement, technical demonstrations, competitive solicitations, negotiations, and contract expansion.
- Position DART's existing capabilities against government mission requirements, including qualification management, Position Task Books, training administration, personnel availability, incident staffing, deployment accountability, equipment management, and historical workforce reporting.
- Work alongside forward-deployed engineers and solutions architects to conduct technical discovery, identify operational requirements, prepare demonstrations, and develop implementation approaches grounded in government workflows.
- Develop and execute capture and teaming strategies with established federal systems integrators, specialist subcontractors, and technology partners, including identifying suitable contracting vehicles and partner delivery responsibilities.
- Coordinate with technical and security teams to address customer requirements involving federal cloud hosting, FISMA authorization, identity integration, data migration, accessibility, cybersecurity, and operational continuity.
- Lead the commercial development of complex federal opportunities, including enterprise software licensing, implementation services, engineering sustainment, support arrangements, and multiyear contract structures.
- Own account-level revenue objectives, pipeline development, opportunity qualification, forecasting, and executive reporting. Establish measurable milestones for customer engagement, technical evaluation, procurement advancement, and contracted revenue.
- Coordinate with program delivery leadership following contract award to maintain executive relationships, manage customer expectations, support issue escalation, and identify opportunities for additional deployments and capabilities.
- Monitor federal agency priorities, acquisition forecasts, appropriations, procurement policies, competitor positioning, and incumbent contract activity to inform USATII's business development and product strategies.
- Bring customer feedback and mission requirements directly into product and engineering discussions, helping prioritize reusable capabilities that strengthen DART across government deployments.
- Contribute to the development of USATII's federal commercial organization, including account management processes, partner relationships, federal market intelligence, and future recruiting.
We're seeking someone with experience including:
- 7+ years in federal enterprise technology sales, account management, business development, or capture management, with direct responsibility for complex government customer relationships.
- A demonstrated record of developing and closing substantial federal software, cloud, systems integration, or technology modernization opportunities, preferably involving multimillion-dollar, multiyear agreements.
- Developing account strategies across federal civilian agencies, with familiarity with DHS, FEMA, emergency management, public safety, or comparable mission-critical government environments strongly preferred.
- Navigating federal acquisition processes, including FAR-based procurements, RFI and RFP responses, acquisition planning, evaluation processes, contract vehicles, and federal funding cycles.
- Establishing trusted relationships with government program executives, senior technical personnel, contracting stakeholders, and federal industry partners.
- Working with federal systems integrators on teaming arrangements, prime and subcontractor strategies, co-selling, and complex software delivery opportunities.
- Understanding the commercial and technical considerations involved in deploying enterprise software into federal environments, including security authorization, legacy-system integration, data protection, and sustainment obligations.
- Developing proposals, business cases, pricing strategies, and executive presentations that connect technical capabilities to measurable operational outcomes.
- Leading high-visibility customer demonstrations, mission discovery sessions, executive briefings, and government industry engagements.
- Working directly with software engineers, solutions architects, product leadership, and delivery teams to translate customer requirements into achievable contractual commitments.
- Maintaining accurate opportunity forecasts, managing extended government sales cycles, and independently advancing opportunities through complex stakeholder organizations.
Experience with federal workforce management, emergency deployment operations, personnel readiness systems, or government enterprise modernization is especially valuable.
You might thrive in this role if you:
- Are mission-oriented. You are motivated by understanding how government organizations operate and helping them acquire technology that materially improves their ability to execute consequential work.
- Are technically fluent. You can engage confidently with software engineers, cybersecurity specialists, enterprise architects, and government technical leadership. You understand how deployment architecture, integration complexity, data migration, and security authorization affect procurement and delivery.
- Are a strategic relationship builder. You can establish credibility with senior government stakeholders, identify decision-making structures, and develop relationships that endure across long acquisition and implementation cycles.
- Are commercially accountable. You take ownership of opportunities from initial qualification through contract execution and expansion. You understand pricing, negotiation, competitive positioning, and the financial implications of delivery commitments.
- Are a builder. You enjoy establishing a federal business within a growing technology company. You are comfortable developing account strategies, partnership networks, operating processes, and repeatable commercial practices from an early stage.
- Think long-term. You understand that successful federal relationships may require years of engagement, changing acquisition strategies, and sustained coordination across government and industry stakeholders.
About USATII
USATII is a U.S.-based enterprise software engineering company focused on designing, building, and deploying operational software and private AI systems.
We work directly with organizations to understand complex business processes, develop integrated technology solutions, and support those systems throughout their operational lifecycle.
Our approach emphasizes technical ownership, direct collaboration between engineers and customers, configurable enterprise architectures, and software that organizations can control and sustain over the long term.
USATII is privately held and operates from Rochester, New York, serving commercial and prospective public-sector customers.
USATII is an equal opportunity employer and considers qualified applicants without regard to legally protected characteristics. Reasonable accommodations are available during the application process.
Compensation
The anticipated base salary for this position is $150,000 annually.
Any additional compensation, employee benefits, and employment terms will be specified as part of an approved employment offer.
This position is associated with prospective federal delivery and business-development activities. Full-time employment is contingent upon contract award, program funding, or separate approval by USATII. Candidates may be considered for preliminary advisory or consulting engagements before full-time activation.