Account Executive – Defense Agencies, Fourth Estate

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

📋 Description

• Take ownership of the entire sales lifecycle, from identifying opportunities to securing contracts, which includes creating a pipeline, qualifying leads, providing capture support, coordinating proposals, negotiating deals, and closing sales.

• Formulate and implement strategic account plans for assigned Department of Defense and Combatant Command accounts.

• Establish and maintain relationships with mission owners, program managers, acquisition professionals, contracting officers, and high-level government stakeholders.

• Proactively identify and shape opportunities even before formal requirements are established by engaging customers early, pinpointing mission gaps, influencing acquisition strategies, and assisting in defining solution approaches.

• Seek and pursue new business opportunities aimed at measurable revenue growth, including expanding into new organizations, programs, and mission areas.

• Lead customer engagement throughout federal acquisition processes, which encompass OTAs, CSOs, SBIR/STTR opportunities, IDIQs, GWACs, consortiums, and FAR-based procurements.

• Collaborate with product, engineering, growth, capture, proposal, and leadership teams to craft customer solutions.

• Maintain a thorough understanding of federal budgets, program funding, acquisition timelines, and procurement pathways.

• Facilitate executive-level engagements, product demonstrations, capability briefings, and strategic workshops.

• Develop and manage a qualified pipeline that not only meets but exceeds quotas and supports long-term growth.

• Gather customer feedback, operational needs, and market intelligence to inform product strategy and solution development.

• Monitor competitive activity, emerging requirements, contract vehicle developments, and acquisition trends.

• Provide forecasting, opportunity management, and pipeline reporting within CRM and business operating processes.

• Represent Red Cell Federal at industry events, government forums, conferences, and customer engagements.

• Collaborate with portfolio companies and internal stakeholders to integrate capabilities for addressing complex government challenges.

⛳️ Requirements

• A minimum of 8 years of experience selling technology to the U.S. Department of Defense, with a strong focus on generating new business rather than account management or program support.

• Proven track record of successfully selling enterprise SaaS solutions.

• Extensive experience in selling to both military services and Combatant Commands, with a practical understanding of the differences between service acquisition organizations and COCOM J-code customers.

• Documented first-dollar-in victories, including personally sourcing and closing seven-figure or larger deals in markets where your company previously had no presence.

• Proficient in various federal acquisition pathways, including OTAs, consortium awards, Commercial Solutions Openings, SBIR Phase III, GWACs, IDIQs, and teaming strategies, with sound judgment on which pathway is most expedient.

• Familiarity with budget classifications and POM timing, with the capability to assist customers in identifying feasible funding routes.

• Ability to obtain a Secret security clearance.

• Willingness to travel up to 50% of the time.

• Previous active-duty military service or experience as a federal civilian employee.

• Experience in selling software rather than services, particularly AI-enabled enterprise software.

• Currently holds an active Secret or TS/SCI clearance.

🏝️ Benefits

• Opportunities for career advancement with potential for rapid promotion based on strong performance as the firm expands.

• Comprehensive health care coverage, including medical, dental, and vision, fully paid by the employer for you and your family.

• Paid maternity and paternity leave for 14 weeks at the employee's normal pay rate.

• Unlimited paid time off (PTO), subject to management approval.

• Opportunities for professional development and ongoing learning.

• Optional benefits including 401K, FSA, and equity incentives.

• Access to mental health benefits through Tara Mind.

• Cost-effective GLP-1 solutions available through Crux.

• An uncapped commission plan.