Major Account Executive – Navy/Marines

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

📋 Description

• Take ownership of the entire enterprise sales process for high-value, multi-year SaaS platform contracts ranging from $5M to $10M or more.

• Lead cross-functional teams that include Solutions Engineering, Product Engineering, Legal, Security, Finance, and Executive Sponsors to coordinate and finalize intricate deals.

• Create and implement strategic account plans for significant Navy and Marine enterprise accounts, focusing on growth, renewals, and opportunities for long-term value.

• Navigate relationships with mission owners, CIO/CISO organizations, acquisition executives, contracting officers, and systems integrators.

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

• Articulate business value, return on investment (ROI), and platform differentiation using executive-level language.

• Conduct strategic workshops, value assessments, and develop business cases that align with customer outcomes.

• Oversee deal strategies from discovery to contract signing, including governance, value proposition, and competitive positioning.

• Manage procurement procedures, legal negotiations, compliance/security evaluations, and pathways for stakeholder approval.

• Create compelling proposals, commercial structures, and negotiation tactics.

• Formulate competitive strategies, enhance customer commitment, and sustain deal momentum.

• Advocate for the customer internally while ensuring responsibility, accountability, and leadership throughout the deal process.

• Broaden executive relationships and engage across multiple business units, regions, and technical sectors.

• Identify opportunities to increase Annual Contract Value (ACV), cross-sell platform capabilities, and promote long-term account usage.

• Collaborate with Customer Success to guarantee a seamless transition and pathways for expansion.

⛳️ Requirements

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

• Demonstrated success in leading and closing enterprise SaaS/platform transactions valued between $5M and $50M or more within Federal Navy and Marine sectors.

• Established relationships with the Department of Defense, Navy, and Marine Corps.

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

• Proven ability to navigate lengthy, multi-threaded sales cycles involving technical, business, financial, and executive stakeholders.

• Strong executive presence coupled with outstanding communication skills.

• Experience in selling complex SaaS platforms, with a preference for expertise in 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 capability to quickly build trust across large organizations.

• Demonstrated “win mentality” with the capacity to take charge and lead throughout the sales process.

🏝️ 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.