Strategic Account Manager (Federal/A&D SaaS)

About the role

Aravo Solutions, Inc. provides leading third‑party risk management (TPRM), ESG, and vendor lifecycle management solutions powered by intelligent automation software for Global 2000 enterprises. The company believes managing risk is a critical pillar of global resilience and has pioneered an Intelligence‑First™ approach, embedding AI into core workflows. Trusted by millions of third‑party users in 195+ countries, Aravo helps complex third‑party networks mitigate risk, build resilience, and protect reputations.

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, focusing 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 base. The candidate will have exceptional communication and problem‑solving skills, thrive in a fast‑paced collaborative environment, build trusted executive relationships, understand customer business priorities, and align Aravo’s solutions to drive measurable outcomes. A strong understanding of the Federal and A&D ecosystem—including procurement, compliance, security, and contracting considerations—is required.

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.

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

• 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