Account Executive

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

📋 Description

• Lead the complete sales cycle from initial prospecting and opportunity identification through to contract negotiation and closure.

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

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

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

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

• Provide clients with advice on readiness requirements involving aircraft, ships, ground vehicles, medical devices, personnel, materiel storage, warehousing, and supply-chain logistics.

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

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

• Keep abreast of DoD trends, procurement methodologies, and the competitive landscape.

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

⛳️ Requirements

• Over 5 years of successful experience in a quota-carrying Federal Account Executive position.

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

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

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

• Exceptional communication, presentation, and interpersonal skills.

• Capable of articulating a complex value proposition to both technical and non-technical audiences.

• Ability to work independently as well as collaboratively within a team in a fast-paced environment.

• Must be able to obtain and maintain an interim and/or final security clearance.

🏝️ Benefits

• Meaningful equity participation.

• Comprehensive medical, dental, and vision coverage fully paid for you and your dependents.

• Unlimited paid time off (PTO).

• Flexible work arrangements.

• Remote work flexibility and hybrid options available 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 at the time of signing.

• 401k retirement plan.

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

• Option for remote work from home.