Sr Account Executive

Position Responsibilities

• Own Net-New Growth
• Acquire new GovCon customers across an assigned territory
• Build and convert pipeline through consistent outbound prospecting and effective use of inbound demand
• Own the full sales cycle from initial engagement through close
• Lead a Customer-First Sales Motion
• Run structured discovery across business, technical, and operational stakeholders
• Uncover pain across project lifecycle areas: compliance, financial management, project delivery, and audit readiness
• Align solutions to real customer outcomes—not features
• Execute with Discipline
• Apply MEDDPICC (or equivalent) to qualify, advance, and forecast opportunities
• Drive clear deal progression with defined next steps, timelines, and stakeholder alignment
• Maintain strong pipeline hygiene and forecast accuracy
• Operate as a Territory Owner
• Build and execute a territory plan grounded in account prioritization, trigger events, and whitespace analysis
• Leverage data, tools, and insights to focus on highest-value opportunities
• Partner effectively across SDR, marketing, partners, and field resources
• Engage the Market
• Build relationships with CFOs, Controllers, Program Managers, and IT leaders within the GovCon ecosystem
• Meet customers where they are, both virtually and in person, through onsite meetings, industry events, and trade shows
• Establish a strong external network within the midsized GovCon community
• Leverage AI and Modern Prospecting
• Use AI and automation to improve research quality, messaging relevance, and outreach efficiency
• Continuously evolve your approach to prospecting through emerging tools and technologies
• Speak credibly to how AI and automation are shaping GovCon operations and decision-making

Qualifications

• 5+ years of quota-carrying experience in SaaS or enterprise technology sales
• Proven track record of net-new logo acquisition and outbound pipeline creation
• Experience selling into GovCon or other regulated, project-based industries
• Strong command of a structured sales methodology (MEDDPICC preferred)
• Ability to manage complex, multi-stakeholder deals from discovery through close
• Willingness to travel within the U.S. (~25–30%)

Core Traits

• Customer-first mindset with a consultative, problem-solving approach
• Natural curiosity and strong business acumen
• Consistent, self-driven, and accountable to outcomes
• Skilled relationship builder with executive presence

Differentiators

• AI and automation fluency applied to prospecting and sales execution
• Understanding of GovCon requirements (DCAA, FAR, CMMC/CUI, project accounting)
• Experience with ERP, PSA, financial, or compliance-focused solutions
• Track record selling into organizations with 100–999 employees