Account Executive – Services, COCOM

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

📋 Description

• Take ownership of the complete sales lifecycle, starting from opportunity identification to contract award, encompassing pipeline creation, qualification, capture support, proposal coordination, negotiation, and closure.

• Create and implement strategic account plans for designated Department of Defense and Combatant Command clients.

• Establish trusted relationships with mission owners, program managers, acquisition experts, contracting officers, and senior government stakeholders.

• Initiate and shape opportunities prior to the existence of formal requirements by engaging customers early, identifying mission gaps, influencing acquisition strategies, and aiding in defining solution approaches.

• Identify and pursue new business avenues that lead to measurable revenue growth, including expansion into new organizations, programs, and mission areas.

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

• Collaborate with product, engineering, growth, capture, proposal, and leadership teams to create solutions that meet customer requirements and mission objectives.

• Maintain a comprehensive understanding of federal budgets, program funding, acquisition timelines, and procurement pathways to facilitate customer adoption and contract awards.

• Drive executive-level engagements, product demonstrations, capability briefings, and strategic workshops with government stakeholders.

• Develop and manage a qualified pipeline that consistently surpasses quotas and supports long-term growth objectives.

• Capture customer feedback, operational needs, and market intelligence to guide product strategy, solution development, and future growth opportunities.

• Monitor competitive activities, emerging requirements, contract vehicle developments, and acquisition trends within assigned accounts.

• Provide precise 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 identify opportunities where multiple capabilities can address complex government challenges.

⛳️ Requirements

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

• Proven success in selling enterprise SaaS solutions.

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

• Documented first-dollar-in wins, including personal sourcing and closing of seven-figure or larger opportunities where your company previously had no presence.

• Proficiency across federal acquisition pathways, including OTAs, consortium awards, Commercial Solutions Openings, SBIR Phase III, GWACs, IDIQs, and teaming strategies, with sound judgment regarding the most efficient pathway.

• Familiarity with the color of money and POM timing, with the capability to assist customers in identifying viable funding options.

• Eligibility to obtain a Secret security clearance.

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

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

• Experience in selling software as opposed to services, particularly AI-enabled enterprise software.

• Active Secret or TS/SCI clearance.

🏝️ Benefits

• Career advancement opportunities with the potential for rapid growth based on strong performance as the firm expands.

• Comprehensive health care that is fully employer-paid, covering medical, dental, and vision for you and your family.

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

• Unlimited Paid Time Off (PTO), subject to management approval.

• Opportunities for professional development and ongoing learning.

• Optional 401K, Flexible Spending Account (FSA), and equity incentives available.

• Mental health benefits accessible through Tara Mind.

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

• Uncapped commission plan.