Strategic Account Manager (Federal/A&D SaaS)

We are seeking a Strategic Account Manager to join our dynamic team. The ideal candidate will own and grow relationships with a portfolio of large, complex Global 2000 customers, with a particular focus on Federal and Aerospace & Defense (Fed/A&D) organizations. This senior role focuses on expansion revenue, retention, and long-term customer value within Aravo’s existing customer base. They will have exceptional communication and problem-solving skills, with the ability to thrive in a fast-paced, collaborative environment.

The Strategic Account Manager will go wide and deep across customer organizations—building trusted relationships with executive stakeholders, understanding customer business priorities, and aligning Aravo’s solutions to drive measurable outcomes. The ideal candidate will have a strong understanding of the Federal and A&D ecosystem, including the unique procurement, compliance, security, and contracting considerations associated with these customers.

• 10+ years of enterprise SaaS sales or account management experience
• 5+ years of experience selling to or managing accounts within the Federal Government and/or Aerospace & Defense sectors
• Proven success managing large, complex enterprise accounts, preferably within highly regulated or mission-critical environments
• Strong track record of expansion and retention
• Experience selling to executive and C-level stakeholders, including senior leaders within Federal agencies, defense contractors, aerospace organizations, or other regulated enterprises
• Demonstrated understanding of the Federal and A&D buying ecosystem, including government procurement processes, contracting vehicles, compliance requirements, and security considerations
• Experience navigating long, complex sales cycles involving multiple stakeholders, procurement teams, legal, security, and other functional groups
• Experience working with Federal agencies, DoD organizations, the Intelligence Community, or large A&D primes and/or contractors is strongly preferred
• Bachelor’s degree or equivalent experience

•       Strategic, customer-focused mindset

•       Executive presence and influencing skills

•       Strong relationship management abilities

•       Excellent communication and presentation skills

•       Data-driven and highly organized

•       CRM and productivity tool proficiency

• →Own commercial responsibility for a portfolio of strategic Global 2000 customer accounts, with a focus on Federal and Aerospace & Defense organizations
• →Drive expansion revenue through upsell, cross-sell, and increased adoption
• →Develop and execute strategic account plans aligned to customer business priorities and Fed/A&D requirements
• →Build and maintain executive-level customer relationships across government, defense, aerospace, and highly regulated organizations
• →Expand relationships across departments, business units, and geographies
• →Navigate complex Federal and A&D procurement, contracting, compliance, and security environments
• →Partner with Customer Success, Product, and Services teams
• →Lead complex deal cycles including pricing, renewals, and negotiations
• →Deliver executive presentations and business reviews
• →Track account performance, pipeline, and forecasts
• →Stay current on industry trends, competitive landscape, and evolving Federal/A&D requirements