Account Executive

United StatesRemoteFull-timemid

SalesAccount Executive

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive based in United States.

Technical Tools

SalesAccount Executive

This is a remote sales leadership opportunity focused on driving revenue across strategic U.S. government and defense accounts. You will own growth across Air Force and combatant command customers, combining new-business development with long-term account expansion. The role requires building trusted relationships with mission owners, program offices, contracting stakeholders, and major industry partners. You will shape requirements early, develop qualified pipelines, lead capture activities, and close complex multi-year opportunities. Working across technical, contracts, finance, and program teams, you will connect mission requirements with infrastructure, data, networking, cybersecurity, and enterprise technology solutions. Success in this role requires strong federal acquisition knowledge, strategic account planning, and the ability to engage confidently with senior government, military, and industry stakeholders.

Own revenue growth and annual bookings targets across Air Force TENCAP, U.S. Southern Command, and the Air Force Nuclear Weapons Center, including opportunities related to NC3 and the Sentinel program.
Build and maintain a qualified sales pipeline with accurate CRM forecasting, opportunity stages, and expected close dates.
Develop and regularly refresh strategic account plans for assigned government customers.
Establish trusted relationships with program managers, chief engineers, CIOs, J2/J6 personnel, contracting officers, mission owners, and other key stakeholders.
Understand customer missions, budget structures, and planning processes, including PEs, POMs, and J-books, to identify and shape opportunities before formal release.
Respond to RFIs and sources-sought notices and influence requirements through white papers, capability briefings, and other customer engagements.
Lead capture activities for qualified opportunities, including win strategies, customer intelligence, competitive assessments, and price-to-win inputs.
Partner with solutions architects and proposal teams to develop technical approaches, bills of materials, pricing, and compelling proposals.
Identify and leverage appropriate federal contract vehicles, including GWACs, IDIQs, BPAs, OTAs, and CSOs.
Develop and manage teaming relationships with prime contractors, major subcontractors, OEMs, and technology partners supporting strategic programs.
Coordinate deal registration, partner alignment, and joint go-to-market initiatives.
Collaborate with engineering, contracts, finance, and program management teams to advance opportunities and deliver on customer commitments.
Bring customer insights and market feedback into solution development, offerings, and partner strategy.
Represent the organization at industry days, conferences, customer events, and relevant government and defense forums.

Requirements

~2 min read

8+ years of federal sales or business development experience, including at least 5 years supporting the Department of the Air Force, combatant commands, or the Intelligence Community.
Demonstrated success leading and closing multi-million-dollar, multi-year federal technology pursuits.
Strong understanding of the federal acquisition lifecycle, PPBE process, and FAR/DFARS requirements.
Experience selling technology solutions such as data infrastructure, storage, networking, compute, cybersecurity, or enterprise software.
Established relationships within relevant Air Force, combatant command, Intelligence Community, NC3/Sentinel, OEM, or federal partner communities.
Strong strategic account management, business development, pipeline management, capture, and negotiation skills.
Excellent written, verbal, presentation, and executive-level communication abilities, including experience briefing senior military and government leaders.
Ability to navigate complex federal sales cycles, multiple stakeholders, competing priorities, and long procurement timelines.
Strong relationship-building and collaboration skills, with the ability to work effectively across technical, contracts, finance, program, and partner teams.
Results-oriented approach with strong ownership of pipeline, commitments, customer relationships, and revenue outcomes.
U.S. citizenship and the ability to obtain and maintain a Secret or Top Secret security clearance; an active clearance is preferred.
Bachelor’s degree or equivalent military or professional experience.
Experience with military or government service, classified environments, NC3 or nuclear modernization, rapid acquisition programs such as OTA/CSO, or SOUTHCOM security cooperation is preferred.