Major Account Executives, Intelligence Agencies ( IC)

United StatesRemoteFull-timemid

SalesAccount Executive

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Quick Summary

Key Responsibilities

Lead the full enterprise sales cycle for high-value, multi-year SaaS and platform transactions, typically ranging from $5M to $10M+.

Technical Tools

SalesAccount Executive

We are seeking a strategic and results-driven Major Account Executive to lead complex, high-value enterprise sales within the Intelligence Community (IC). In this role, you will manage the full sales cycle for multi-million-dollar SaaS and platform transactions, from initial engagement to contract execution. You will build trusted relationships with senior government and business stakeholders, develop strategic account plans, and position innovative technology solutions around measurable customer outcomes. Working closely with cross-functional teams, you will orchestrate sophisticated sales opportunities and navigate complex procurement, security, and compliance requirements. You will also identify opportunities to expand existing accounts, increase platform adoption, and drive long-term customer value. This is an opportunity for a highly competitive sales professional with established IC relationships and a strong track record of winning strategic enterprise deals.

As a Major Account Executive, you will own strategic customer relationships and lead the entire enterprise sales process, ensuring alignment across internal teams and customer stakeholders. Your responsibilities will include:

Lead the full enterprise sales cycle for high-value, multi-year SaaS and platform transactions, typically ranging from $5M to $10M+.
Develop and execute strategic account plans for major Intelligence Community customers, identifying opportunities for account expansion, renewals, and long-term growth.
Coordinate cross-functional teams, including Solutions Engineering, Product Engineering, Legal, Security, Finance, and executive sponsors, to drive complex deals toward successful closure.
Build and maintain trusted relationships with C-level executives, SVPs, and senior business and technical leaders.
Communicate platform differentiation, business value, ROI, and measurable outcomes through compelling executive-level presentations and discussions.
Lead strategic workshops, value assessments, and business case development aligned with customer priorities.
Own deal strategy from discovery through contract signature, ensuring effective governance, competitive positioning, and clear value articulation.
Navigate complex procurement processes, legal negotiations, security and compliance reviews, and multi-stakeholder approval pathways.
Develop persuasive proposals, commercial structures, and negotiation strategies that maximize deal value, sales velocity, and long-term customer relationships.
Maintain strong competitive momentum by anticipating challenges, strengthening customer commitment, and developing strategies to outperform competitors.
Represent customer interests internally while maintaining clear ownership, accountability, and leadership throughout the sales process.
Expand relationships across business units, regions, and technical organizations to increase account penetration and engagement.
Identify opportunities to grow annual contract value (ACV), cross-sell platform capabilities, and accelerate customer adoption.
Partner with Customer Success to ensure effective customer handoffs and identify future account expansion opportunities.

Requirements

~2 min read

The ideal candidate is an accomplished enterprise sales professional with extensive experience selling complex technology solutions and a proven ability to secure large-scale transactions within the Intelligence Community. You should demonstrate strong commercial judgment, executive presence, and the resilience to lead competitive, multi-stakeholder sales processes. Key qualifications include:

10+ years of experience in enterprise software or SaaS sales, with a consistent record of achieving sales quotas.
Proven experience leading and closing enterprise SaaS or platform transactions valued at $5M–$50M+ within the Intelligence Community.
Established relationships and a strong professional network within the Department of Defense (DoD) and Intelligence Community (IC).
Active TS/SCI clearance with Full Scope Polygraph.
Expertise in strategic account planning, ROI and value engineering frameworks, and executive-level storytelling.
Demonstrated ability to manage long, complex sales cycles involving technical, business, financial, procurement, and executive stakeholders.
Strong executive presence and exceptional communication skills, with the ability to articulate business outcomes, financial value, and technology impact.
Experience selling complex SaaS platforms, preferably in AI, cloud, digital transformation, data analytics, or enterprise applications.
Solid understanding of enterprise procurement, security, compliance, and legal negotiation processes.
Strong negotiation, commercial strategy, and deal management capabilities.
High emotional intelligence and the ability to establish credibility and build trust across large organizations.
A competitive, results-oriented mindset, with the grit, urgency, and ownership needed to lead complex sales opportunities from start to finish.