Senior Account Executive, DoW
Senior Account Executive responsible for driving new business across the Department of War, Department of Defense, and intelligence-agency ecosystem. The role requires 8+ years of full-cycle sales experience, including 5+ years selling to federal defense and intelligence customers.
About the job
Responsibilities
- Lead new-business sales efforts for the U.S. Department of War, overseeing and expanding the department portfolio.
- Build and execute territory strategies covering territory mapping, target accounts, stakeholders, prospecting, contract vehicles, pipeline generation, and pipeline management.
- Independently manage the full sales cycle from cold outreach and discovery through tailored demonstrations, contract negotiations, and closing.
- Exceed quota through disciplined qualification, deal execution, and accurate pipeline forecasting.
- Develop expertise in sanctions, export controls, federal regulations, geopolitical risks, and related customer missions.
- Tailor positioning and demonstrations to agency-specific priorities, including strategic competition, economic intelligence and warning, target development, illicit network mapping, counterintelligence, dual-use technology oversight, and supply-chain illumination.
- Create reusable sales content such as case studies, one-pagers, and demo scripts.
- Partner with customer success on cross-selling and upselling opportunities.
- Collaborate with the Head of Federal Sales on market mapping and sales strategy.
Requirements
- 8+ years of full-cycle sales experience with consistent quota attainment.
- 5+ years of demonstrated success selling to Federal Department of War/Department of Defense and intelligence agencies.
- Experience engaging systems integrators, resellers, distributors, and other partners to expand market reach.
- Ability to navigate government contracting processes and close compliant federal deals.
- Proven ability to identify and engage key defense-customer decision-makers and generate sustained pipeline growth.
- Strong analytical, creative problem-solving, communication, adaptability, and resilience skills.
- Ability to work independently and collaboratively in a fast-moving environment.
Benefits
- Competitive compensation including salary, equity, and growth potential.
- Company-paid medical, dental, and vision coverage for employees.
- FSA, HSA, and 401(k) options.
- Paid time off and company holidays.
- Pre-tax commuter benefits.
- Hybrid office schedule.
Skills
Federal Sales, Full-Cycle Sales, Government Contracting, Territory Planning, Pipeline Management, Pipeline Forecasting, Contract Negotiation, Salesforce?, Systems Integrators, Reseller Partnerships, Tailored Demos, Sanctions, Export Controls, Supply Chain Risk
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