Account Executive

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Lead the entire sales process from initial prospecting and opportunity identification to contract negotiation and closure.

• Develop and oversee a sales pipeline to achieve and surpass annual sales objectives and quarterly deal-stage KPIs.

• Formulate and implement account strategies to penetrate key Department of Defense (DoD) agencies and commands.

• Identify stakeholders, comprehend their challenges, and align solutions with critical readiness missions.

• Build and maintain relationships with decision-makers, influencers, and end-users within the Department of War.

• Provide counsel to clients regarding readiness requirements related to aircraft, ships, and ground vehicle availability and sustainability.

• Offer guidance on medical equipment and personnel readiness for the total force.

• Advise on material storage, warehouse management, and supply chain logistics for specialized equipment.

• Collaborate with pre-sales engineering/solutions, marketing, account management, and product teams.

• Create and present demonstrations, proposals, and responses to RFI/RFPs.

• Monitor trends within the DoD, procurement processes, and the competitive landscape.

• Report directly to the Sales Director within the Go-To-Market (GTM) Organization.

⛳️ Requirements

• Over 5 years of proven success in a quota-carrying Federal Account Executive role.

• Experience in selling enterprise software, AI/ML, data analytics, or similar complex technological solutions.

• Capability to develop and implement strategic account plans and manage intricate sales cycles.

• Strong comprehension of procurement and contracting processes related to AI software acquisition.

• Exceptional communication, presentation, and interpersonal skills.

• Ability to convey a complex value proposition to both technical and non-technical audiences.

• Competence to work independently and collaboratively in a fast-paced environment.

• Active security clearance or the ability to obtain one (preferred).

• Bachelor's degree or equivalent experience (preferred).

• Required to acquire and maintain an interim and/or final security clearance.

• Established relationships within the Department of War logistics, sustainment, or readiness communities (preferred).

• Familiarity with government contracting and procurement vehicles (preferred).

• Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies (preferred).

🏝️ Benefits

• Significant equity participation.

• Fully covered medical, dental, and vision insurance for you and your dependents.

• Unlimited Paid Time Off (PTO).

• Flexible work arrangements.

• Remote flexibility and hybrid options for team members located in the Los Angeles or Washington, DC areas.

• Attractive Commission Plan (50/50 sales plan).

• Paid Time Off for national holidays.

• Stock options upon signing.

• 401k retirement plan.

• Company-provided equipment (Mac/PC and iPhone).

• Opportunity for remote work from home.