Account Executive

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Oversee and expand a portfolio of Department of Defense (DoD) accounts that include military branches, combatant commands, and defense agencies.

• Develop and implement an annual territory plan aimed at consistently achieving and surpassing quotas.

• Cultivate and sustain relationships with key decision-makers within the Office of the Secretary of Defense (OSD), the Joint Staff, military departments, and Combatant Commands (COCOMs).

• Drive and enhance collaborations with DoD-focused Value-Added Resellers (VARs), system integrators, and mission partners.

• Utilize consultative sales techniques to influence requirements and steer acquisition strategies.

• Lead the creation of proposals, pricing strategies, and Cost Volume development for competitive DoD procurement opportunities.

• Craft persuasive responses to DoD Requests for Proposals (RFPs), Requests for Information (RFIs), and Sources Sought notices.

• Support product demonstrations and engage in technical discussions with prospects and clients.

⛳️ Requirements

• TS/SCI clearance is mandatory.

• Willingness to travel (less than 50%).

• A minimum of 10 years of experience in enterprise software sales within the DoD.

• Extensive knowledge of DoD acquisition processes, contracting vehicles (such as GWACs, IDIQs, and OTAs), and procurement cycles.

• Established connections across various military branches and combatant commands.

• Strong technical knowledge in cybersecurity, data protection, and IT solutions.

• Familiarity with DoD accreditation processes, including RMF, ATO, FedRAMP, and levels IL4/IL5/IL6.

• Knowledge of ICAM/IdAM frameworks, such as PKI, RBAC, and ABAC in DoD environments.

• Capability to conduct "2-legged" sales meetings while closely collaborating with the Sales Engineering team.

• Solid understanding of DoD-specific compliance requirements, including CMMC, DFARS, and DISA STIGs.

• Proven track record as a deal hunter and successful closer.

• Organized and methodical; adept at prioritizing and accurately forecasting.

• Excellent presentation skills complemented by outstanding written and verbal communication abilities.

• Strong skills in maintaining sales pipeline hygiene.

🏝️ Benefits

• Flexible PTO policy — we strongly encourage you to take time off (in addition to 14 holidays) to ensure that you are getting the proper time needed to unplug and recharge.

• A $1,500 annual Learning & Development Stipend focused on providing you the resources to continually learn and professionally grow.

• Frequent company-sponsored team celebrations that provide ample opportunities to connect with teammates and be social!

• Access to an Employee Assistance Program.

• Access to Headspace, a mental health app tailored to your specific needs.

• A flat 3% contribution to your retirement account.

• A high degree of flexibility — Have an appointment, errand, or family emergency to take care of? Hop to it! We give you the time and space to take care of you and your own first.

• Competitive compensation.

• Generous parental, medical, and bereavement policies.

• Uncapped commissions for Sales roles.

• 401K contribution and stock options.

• Full medical, dental, and vision benefits.

• New Hire Swag and IT Welcome boxes.

• Structured semi-annual 360° performance reviews.