Account Executive – Defense & Government

This is a fully remote position, open to applicants in Washington.

📋 Description

• Complete ownership of the entire sales cycle, encompassing prospecting, qualification, solution design aligned with value, capture planning, negotiation, and closing. This role determines where to allocate time and advocates for those decisions.

• Establish and nurture trusted relationships with Department of Defense (DoD) program offices, Program Managers, primes, and systems integrators.

• Direct and coordinate capture initiatives, including win themes, war-room management, proposal contributions, pricing strategies, demonstrations, and negotiated Statements of Work (SOWs).

• Maintain account strategies, a multi-quarter pipeline, and precise CRM forecasting.

• Represent NODA at customer briefings, technical demonstrations, industry events, and partner meetings.

• Provide market insights and competitive intelligence to product, engineering, and go-to-market teams.

• Mentor and collaborate with junior business development staff to enhance capture execution.

⛳️ Requirements

• US Citizenship (mandatory), with the capability to acquire a security clearance.

• Over 8 years of experience in securing new business with US defense clients, including experience carrying a quota at a defense technology firm, prime contractor, or integrator. Proven track record in closing deals ranging from mid-six figures to millions.

• Comprehensive ownership of a service or mission area from start to finish. This may include Navy, Army, Air and Space Forces, SOCOM, or a combatant command. Profound understanding of the operations of program offices, primes, and integrators in that domain, with the ability to engage in high-level discussions.

• Well-versed in government procurement processes, with experience in OTA, IDIQ, SBIR/STTR, and FAR vehicles. Capable of drafting white papers, briefing source-selection officials, and negotiating cooperative agreements independently.

• Excellent presentation skills, able to convey technical capabilities in terms of mission impact to both an O-6 and a CEO, both in writing and verbally.

• Willingness to travel for customer interactions and demonstrations (up to 40-60%).

🏝️ Benefits

• Hybrid work environment

• Competitive pay

• Flexible time off

• Generous PTO policy

• Federal holidays

• Comprehensive health, dental, and vision insurance benefits

• Complimentary One Medical membership

• Travel support