Account Executive, Enterprise Sales, Federal Practice

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

📋 Description

• Initiate and take ownership of key engineering and chief technology organizations from a specified target account list.

• Recognize the buying center and funding sources before dedicating pursuit efforts.

• Transform qualified discussions into paid scoping engagements, which include data readiness assessments, corpus audits, and evaluation runs.

• Collaborate with the Solutions Architect regarding dataset specifications and rough order of magnitude estimates while maintaining the customer relationship.

• Facilitate the signing of non-disclosure agreements, master services agreements, and statements of work.

• Address issues related to federal contract vehicles for capture escalation.

• Keep Salesforce account and opportunity records updated, ensuring stage discipline and accuracy of close dates.

• Carry a revenue quota and finalize commercial agreements; capture, solicitation response, proposal management, and team negotiations fall under the purview of other leaders.

⛳️ Requirements

• Five to ten years of experience selling technical services to large enterprises while meeting a revenue quota, with a track record of attainment that the candidate can quantify.

• At least one first engagement successfully closed at a new account that the candidate initiated cold, as opposed to expanding an existing account.

• Consistent experience selling to engineering and chief technology organizations rather than to procurement departments.

• Sales of services based on labor and deliverables instead of seats or licenses.

• Responsibility for NDAs, master services agreements, and statements of work through to signature.

• Proven account expansion beyond the initial scope of work.

• Bachelor’s degree in engineering, a technical field, or business, along with a proven record of selling technical services.

• Direct sales experience with defense primes, systems integrators, or large regulated enterprises.

• Understanding of company-funded research and development, allowable indirect costs, and prime fiscal calendars.

• Experience in sales where the buyer's budget competes against internal headcount rather than another vendor.

• Experience in converting a paid assessment or pilot into a production engagement.

• Successful completion of a prime supplier qualification or vendor onboarding process.

• Adequate understanding of dataset engineering and model evaluation to identify opportunities.

• Familiarity with federal contract vehicles.

• An MBA or technical Master of Science is preferred.

🏝️ Benefits

• Comprehensive health benefits package.

• Opportunities for professional development and continuous learning.

• Flexible working hours and the possibility of remote work.

• Competitive salary with performance-based bonuses.