Strategic Account Manager (Federal/A&D SaaS)

We need to output HTML fragment with sections: About the role? The posting includes description about company, position overview, responsibilities, requirements, qualifications, benefits. Also location/hybrid and travel maybe part of overview. We should not repeat job title. No Job ID. No boilerplate like EEO, scam warning, etc. Remove navigation/legal/EEO etc. Also remove duplicated lines. We need to preserve all substantive info. We need to decide sections: Could have

About the role

with overview paragraph. Then

Responsibilities

with ul list. Then

Requirements

with ul list (maybe combine qualifications). Then

Preferred Qualifications/Skills/Soft Skills

maybe as Skills. Then

Benefits

with ul list. Also maybe location/hybrid and travel could be in About the role paragraph. We must not create sections with placeholder text. Ensure we have real content. We need to output only HTML fragment, no or . Use proper tags. Let's extract content: Location: Hybrid- Employees may be required to work out of the nearest office location for quarterly meetings 1-4 times annually. Travel Requirements: Ability to travel up to 25% or more as needed Company description: Aravo Solutions, Inc., provides leading third-party risk management (TPRM), ESG, and vendor lifecycle management solutions powered by intelligent automation software and designed to meet the needs of TPRM teams at Global 2000 enterprises. At Aravo, we believe that in an increasingly interconnected world, managing risk is a critical pillar of global resilience. Traditional, manual approaches to TPRM can no longer keep pace with today's scale and speed of disruption. That's why we have pioneered an Intelligence-First™ approach. Trusted by millions of third-party users in 195+ countries, Aravo provides guidance for the most complex third-party networks in the world, helping them mitigate risk, build business resilience, and protect their reputations. We are fundamentally redesigning how organizations see, understand, and act on risk by embedding AI directly into the core of their workflows. Joining Aravo means working at the forefront of AI in TPRM and collaborating with a team that views AI as a partner, not a replacement. You will have the opportunity to work alongside industry experts, leverage the latest technologies, and contribute to shaping the future of third-party risk management! Position Overview: 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. Key Responsibilities: (list bullet points) - 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 Requirements Qualifications: (list) - 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 Preferred Qualifications/Skills/Soft Skills: - 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 Why Join Us: At Aravo Solutions, Inc., we offer a dynamic and inclusive work environment where employees are encouraged to innovate, grow, and make a meaningful impact. We provide competitive compensation and benefits packages, opportunities for professional development, and the chance to work alongside industry experts on cutting-edge projects. Benefits: (list) - 100% Employer Paid Medical Insurance options for the Employee and Family - Paid Maternity and Paternity Leave - Life and AD&D Insurance - Long-Term Disability Insurance - 401K with Company Matching - Equity Participation - 4 Weeks of Vacation - Fully Stocked Kitchens - Company-Sponsored Charitable Day of Giving Events Additional info about AI screening etc is boilerplate? It's about hiring process, maybe not needed but could be considered boilerplate? The instruction: Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The AI screening paragraph is not exactly those but could be considered part of hiring process description; but it's not a standard boilerplate like EEO. However it's somewhat promotional about company policy. Might be considered part of "Why Join Us"? It's not exactly benefits. Could keep as part of Why Join Us? But it's lengthy. The instruction says remove duplicated lines and application instructions. This paragraph is not application instructions; it's about AI usage in hiring. Might be considered part of company culture. Could keep but maybe it's not essential. Safer to keep it as part of Why Join Us? But we already have Why Join Us paragraph. Could append that as additional paragraph. Also there is statement about eligible states list. That's substantive info about where they can hire. Should we include? It's about eligibility. Could be included in a short paragraph maybe under About the role or a separate section like "Eligibility". But we only create sections when there is real specific content. Could add a short paragraph after Why Join Us about eligible states. We must not invent or summarize away detail. Preserve all substantive information. So we need to include the eligible states list. Thus final HTML:

About the role

Location: Hybrid - Employees may be required to work out of the nearest office location for quarterly meetings 1-4 times annually. Travel Requirements: Ability to travel up to 25% or more as needed. Aravo Solutions, Inc., provides leading third-party risk management (TPRM), ESG, and vendor lifecycle management solutions powered by intelligent automation software and designed to meet the needs of TPRM teams at Global 2000 enterprises. At Aravo, we believe that in an increasingly interconnected world, managing risk is a critical pillar of global resilience. Traditional, manual approaches to TPRM can no longer keep pace with today's scale and speed of disruption. That's why we have pioneered an Intelligence-First™ approach. Trusted by millions of third-party users in 195+ countries, Aravo provides guidance for the most complex third-party networks in the world, helping them mitigate risk, build business resilience, and protect their reputations. We are fundamentally redesigning how organizations see, understand, and act on risk by embedding AI directly into the core of their workflows. Joining Aravo means working at the forefront of AI in TPRM and collaborating with a team that views AI as a partner, not a replacement. You will have the opportunity to work alongside industry experts, leverage the latest technologies, and contribute to shaping the future of third-party risk management! 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.

Responsibilities

• 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

Requirements

• 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

Skills

• 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

Benefits