Responsibilities
- Lead sales efforts across Navy commands, N-codes, PEOs, and mission-focused entities as the primary point of contact.
- Create and implement long-term account strategies that align with Navy modernization goals and operational priorities.
- Grow presence within the Navy by establishing relationships and securing engagements across new commands and programs.
- Discover, evaluate, and progress sales opportunities through collaboration with program offices and systems integrators.
- Monitor Navy IT initiatives, budget timelines, and acquisition trends to proactively identify and influence upcoming opportunities.
- Take executive responsibility for managing major renewals and expansion initiatives across the assigned region.
- Collaborate with an Account Manager for renewal logistics while maintaining accountability for strategic outcomes.
- Uncover opportunities to scale usage across existing customer programs and deployments.
- Manage complex, multi-stakeholder sales processes involving technical evaluations, security approvals, contracting, and executive engagement.
- Drive full-cycle sales from initial outreach to final negotiation and closure, including large enterprise agreements ranging from $500,000 to over $5 million.
- Navigate federal procurement frameworks such as FAR/DFARS and utilize contract vehicles like IDIQs, GWACs, OTAs, GSA MAS, SEWP, and CIO-SP3.
- Ensure disciplined sales forecasting and deal tracking using Salesforce to maintain internal governance.
- Build and manage strategic partnerships with top Federal Systems Integrators including Leidos, SAIC, Booz Allen Hamilton, and General Dynamics IT.
- Work with federal distributors and VARs such as Carahsoft to access contract vehicles and support new agency onboarding.
- Coordinate with partner capture teams and distributor resources to position the company in prime contracts, task orders, and program bids.
- Maintain control over deal strategy and closing execution while leveraging partner networks to speed procurement and broaden market reach.
- Achieve annual sales targets tied to new customer acquisition and strategic account expansion.
- Ensure accurate forecasting, clean deal records, and rigorous pipeline management in Salesforce.
- Provide transparent updates to sales leadership and finance on deal progress, risks, and execution timelines.
- Design account plans and executive-level business reviews that connect product capabilities to Navy mission objectives and strategic goals.
- Share competitive insights and market trends with product, marketing, and leadership teams to shape federal go-to-market strategies.
- Represent the company at key Navy and defense industry events such as WEST, Sea-Air-Space, and AFCEA conferences.
Work Arrangement
Remote-first work environment with high levels of autonomy
Other
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance preferred; TS/SCI is a plus
- Availability to travel approximately one week per month for customer/prospect visits and events
- Remote-first work environment with high levels of autonomy
