Strategic Account Executive

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

📋 Description

• Propel revenue expansion within the Department of War.

• Connect warfighter mission needs with Exterro's eDiscovery, Digital Forensics, and Data Governance offerings.

• Collaborate with operators, program managers, and leadership to secure funding for programs of record, OTAs, and rapid acquisition contracts.

• Identify, qualify, and cultivate the sales pipeline; ensure pipeline health, develop win strategies, and provide bid/no-bid recommendations.

• Conduct strategic discovery, reveal business outcomes, identify economic buyers, and utilize MEDDPICC or similar frameworks.

• Develop business cases showcasing ROI and highlighting Exterro’s competitive advantages.

• Oversee multi-million-dollar sales cycles and intricate negotiations.

• Provide precise forecasting grounded in Command of the Sale insights.

• Mentor colleagues and enhance sales strategies using performance analytics.

• Establish connections with key decision-makers in both existing and potential Department of War accounts.

• Align SaaS capabilities with client business challenges through a consultative sales approach.

• Collaborate with marketing, product, and customer success teams for effective client onboarding and implementation.

• Keep an eye on market trends and competitor movements.

• Act as the primary contact post-sale, driving growth through upselling and cross-selling while addressing churn risks.

• Facilitate executive briefings and workshops to ensure alignment on strategic business objectives.

• Achieve results against revenue, acquisition, conversion, deal timelines, customer satisfaction, NRR, and expansion KPIs.

⛳️ Requirements

• 7+ years of experience as a Strategic Account Executive or equivalent uniformed/civilian experience in Department of War acquisition requirements or operations.

• Extensive understanding of SaaS, cloud-based software, and subscription business models.

• Demonstrated ability to transition opportunities to funded contracts, including non-traditional avenues (Defensewerx, small business, paid pilots).

• Outstanding interpersonal, negotiation, and communication skills.

• Proven track record in a metrics-driven environment focusing on KPIs and quotas.

• Bachelor's degree in business or a related field (preferred).

• Must successfully pass a background check.

• Exterro is an E-Verify participant.

🏝️ Benefits

• Significant opportunities for professional development and advancement.

• An innovative, inclusive, and collaborative work environment.

• Comprehensive health insurance.

• Retirement savings plans.

• Flexible paid time off.

• Potential for variable pay, equity, bonuses, and/or other forms of compensation.

• E-Verify workplace.

• Drug-free workplace.

• Background check required for employment offers.