Major Account Executive, Intelligence Agencies

This is a fully remote position, open to applicants in Maryland, +2 more states.

📋 Description

• Take ownership and lead the complete enterprise sales cycle for high-value, multi-year SaaS platform agreements ranging from $5M to $10M and beyond.

• Guide cross-functional teams that include Solutions Engineering, Product Engineering, Legal, Security, Finance, and Executive Sponsors to successfully close intricate deals.

• Formulate and implement strategic account plans for significant enterprise accounts within the Intelligence Community.

• Spot opportunities for expansion and renewals, as well as assess the long-term value of accounts.

• Establish and nurture trusted relationships with C-level executives, Senior Vice Presidents, and leaders of business lines.

• Articulate business value, return on investment, and platform differentiation effectively to executive stakeholders.

• Conduct strategic workshops, value assessments, and develop business cases.

• Direct deal strategy from the discovery phase to contract signing.

• Navigate through procurement processes, legal negotiations, compliance/security reviews, and approval paths involving stakeholders.

• Create proposals, commercial frameworks, and negotiation tactics.

• Formulate competitive strategies and maintain momentum throughout the deal process.

• Advocate for the customer internally while ensuring accountability and ownership of deals.

• Enhance executive relationships and engage multiple threads across business units, regions, and technical organizations.

• Increase annual contract value, promote platform capabilities, and foster long-term account adoption.

• Collaborate with Customer Success on smooth handoff and expansion strategies.

⛳️ Requirements

• Over 10 years of experience in enterprise software/SaaS sales, consistently achieving quotas.

• A proven history of leading and closing enterprise SaaS/platform transactions valued between $5M and $50M+ within the Intelligence Community.

• Established relationships within the Department of Defense and Intelligence Community.

• Familiarity with ROI/value engineering frameworks, executive storytelling, and methodologies for strategic account planning.

• Demonstrated success in navigating lengthy, multi-threaded sales cycles that engage technical, business, financial, and executive stakeholders.

• Strong executive presence paired with outstanding communication abilities.

• Experience in selling complex SaaS platforms; preference for AI, cloud, digital transformation, data/analytics, or enterprise applications.

• Comprehensive understanding of enterprise procurement, security, compliance, and legal negotiation processes.

• High emotional intelligence with the capacity to quickly build trust across large organizations.

• Proven "win mentality" with the ability to take ownership and lead the sales process effectively.

• TS/SCI Full Scope Polygraph clearance is mandatory.

🏝️ Benefits

• Flexible workplace policies.

• Employee resource groups.

• Learning and development resources.

• Career progression pathways.

• Community engagement initiatives.

• Global employee wellness programs that support physical, emotional, and financial well-being.