Account Executive – PACOM, SPACECOM

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

📋 Description

• Lead the complete sales process from initial prospecting and opportunity identification to contract negotiations and closing.

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

• Formulate and implement thorough account strategies to engage key DoD agencies and commands.

• Identify key 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.

• Serve as a trusted advisor by understanding readiness requirements across aircraft, ship, and ground vehicle sustainment; medical device and personnel readiness; as well as materiel storage, warehousing, and supply-chain logistics.

• Collaborate with pre-sales engineering/solutions, marketing, account management, and product teams on demonstrations, proposals, and RFI/RFP responses.

• Stay informed about DoD trends, procurement processes, and the competitive landscape.

• Report directly to the Sales Director within the GTM Organization.

⛳️ Requirements

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

• Demonstrated expertise in selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.

• Proven capability to develop and execute strategic account plans and manage complex sales cycles.

• Solid understanding of procurement and contracting processes for AI software acquisition.

• Excellent communication, presentation, and interpersonal skills, with the ability to convey a complex value proposition to both technical and non-technical audiences.

• Ability to work autonomously and as part of a collaborative team in a dynamic environment.

• You will need to obtain and maintain an interim and/or final security clearance.

• Existing relationships within DoW logistics, sustainment, or readiness communities are preferred.

• Knowledge of government contracting and procurement vehicles is preferred.

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

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

• Bachelor's degree or equivalent experience is preferred.

🏝️ Benefits

• Meaningful 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 in the Los Angeles or Washington, DC areas.

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

• Paid Time Off for national holidays.

• Stock options at signing.

• 401k plan.

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

• Option to work remotely from home.