U.S. Department Of War Account Executive (Defense)

TL;DR

Account Executive (Defense): Building and executing a sales territory within the US Army and Joint commands to secure enterprise-level facial recognition deals with an accent on federal procurement and strategic account management. Focus on designing enterprise sales campaigns, navigating FARS/DFARS requirements, and closing high-value ARR contracts.

Location: Hybrid - Washington, DC (Must be based in Washington DC metro area and work from Arlington, VA office minimum 1 day per week)

Salary: $300,000 - $340,000 / year

Company

Leading provider of facial recognition technologies for Defense, National Security, and Law Enforcement agencies across the US Federal Government.

What you will do

• Build and execute sales territory strategies for the US Army and Joint commands to drive enterprise-level deals.
• Develop and manage a multi-pronged enterprise sales plan, collaborating with federal consultants and lobbyists.
• Accurately manage and forecast the sales pipeline using Salesforce CRM.
• Establish and maintain relationships with key customer POCs, strategic partners, systems integrators, and resellers.
• Negotiate favorable pricing and legal terms on customer contracts within established frameworks.
• Present products to senior leaders and navigate complex federal procurement objections.

Requirements

• Minimum 5 years of experience serving within or selling directly to the US Department of War (preferably US Army or Joint commands).
• Must be able to work from the Arlington, VA office at least 1 day per week.
• Proven experience finding and closing individual Federal software deals exceeding $1M in ARR.
• Deep knowledge of US Army budgeting and acquisition processes, including FARS/DFARS and accreditation requirements.
• Current DOW Secret clearance or the ability to obtain one (TS-SCI is a plus).
• Bachelor’s degree in a relevant field or equivalent professional experience.

Culture & Benefits

• Comprehensive medical, dental, and vision insurance with FSA/HSA options.
• 401(k) plan with company match.
• Unlimited PTO and 13 paid holidays.
• Flexible hybrid work environment.
• EAP and wellness programs.

Hiring process

• Application review.
• Interviews.
• Hiring decision.