Enterprise Account Executive, Federal (Remote)

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Requirements:

• 8+ years of successful enterprise software, hardware, or SaaS sales experience.
• History of managing and closing complex deals with federal customers through all phases of the deal cycle.
• Knowledge of federal acquisition processes, contracting vehicles, and structuring various contracts.
• Experience working on R&D projects with innovation units and government labs to support tech transitions.
• Prior DOD or other federal agency service with experience operating sUAS.
• Experience using Salesforce, Google Suite, BGov, and GovWin.
• Ability to obtain a Secret Clearance.
• Must be able to travel 50%+.

Responsibilities:

• Identify new business development opportunities and grow them into stable customers from pre-solicitation through post-contract award.
• Prepare and update account strategy and sales forecast to show continued penetration, upsell, and expansion opportunities.
• Create a strategic plan to identify, engage and create opportunities with high propensity accounts.
• Build a pipeline to meet and exceed sales targets with accountability on a quarterly and annual basis.
• Develop a deep understanding of customer's business, workflows, and pain points, focusing on customer satisfaction.
• Maintain knowledge of UAS programs, standards, guidelines, policies, and technology initiatives.
• Coordinate with sales operations and customer success teams to ensure customer milestones are met.
• Gather and share competitive intelligence on competitor activity with marketing.
• Share key customer insights and product needs with product management.
• Work with customer success to provide effective demos and/or product training as necessary.