SaaS Sales - Account Executive
Job Category: Business Development and Marketing
Time Type: Full time
Minimum Clearance Required to Start: None
Employee Type: Regular
Percentage of Travel Required: Up to 50%
Type of Travel: Continental US

We are seeking a results-driven (SaaS) Account Executive to meet and exceed targets as they drive revenue growth and expand our presence within government and private sector markets. The ideal candidate is a self-motivated sales professional with proven expertise in B2G (Business-to-Government) sales, particularly within the cybersecurity, intelligence, or defense sectors. This role offers the opportunity to work with cutting-edge technology while supporting critical national security missions for both domestic and international customers.
The Account Executive will be responsible for developing new business opportunities, managing the complete sales cycle, and building strategic relationships with key stakeholders across government agencies and private sector organizations. This position requires deep understanding of government procurement processes and the ability to help customers navigate through procurement challenges.

Responsibilities:

• Drive new business acquisition through prospecting, relationship building, and strategic account development within government and private sector markets
• Manage the complete sales cycle from lead generation through contract negotiation and closure
• Develop and execute comprehensive account plans to achieve and exceed quarterly and annual revenue targets
• Identify and qualify strategic opportunities within target accounts, with particular focus on private sector and domestic and international federal agencies, intelligence community, and law enforcement organizations
• Build and maintain strong relationships with key decision-makers, including C-level executives, procurement officials, and technical stakeholders
• Serve as primary point of contact for assigned accounts, ensuring high levels of customer satisfaction and retention
• Collaborate with internal teams including product management and customer success to deliver comprehensive solutions
• Maintain deep understanding of the competitive landscape, market trends, and evolving customer needs within the cybersecurity and intelligence sectors
• Participate in industry conferences, trade shows, and networking events to enhance market presence and generate leads
• Lead response efforts for RFPs, RFIs, and other procurement vehicles, coordinating with technical and proposal teams
• Negotiate contract terms and pricing in accordance with company guidelines and customer requirements
• Ensure compliance with all government contracting regulations and security requirements

Qualifications:

Required:

• 5+ years of proven sales experience with a strong track record of meeting or exceeding quota
• Experience selling complex technology solutions, preferably in cybersecurity, intelligence, or defense markets
• Proven ability to navigate long sales cycles and complex decision-making processes
• Bachelor’s degree in Business Administration, Marketing, Engineering, or related field
• Excellent presentation and communication skills, with ability to present to both technical and executive audiences
• Proficiency in CRM systems (HubSpot preferred) and sales enablement tools
• Strong analytical and problem-solving capabilities

Primary Location: Washington, DC metropolitan area required, with remote work when not travelling
Up to 50% travel required to customer sites, conferences, and company offices
Occasional international travel may be required

Desired:

• Advanced degree (MBA) preferred
• Industry certifications in sales methodology (e.g., MEDDIC, Challenger Sale)
• Deep understanding of cybersecurity concepts, threat intelligence, and OSINT capabilities
• Background in selling SaaS solutions or cloud-based analytics platforms
• Experience with dark web investigations, cryptocurrency analysis, or digital forensics
• Established network within government agencies, particularly intelligence community and law enforcement

• Familiarity with government contracting vehicles (GSA Schedules, CIO-SP3, etc.)

• Drive new business acquisition through prospecting, relationship building, and strategic account development within government and private sector markets
• Manage the complete sales cycle from lead generation through contract negotiation and closure
• Develop and execute comprehensive account plans to achieve and exceed quarterly and annual revenue targets
• Identify and qualify strategic opportunities within target accounts, with particular focus on private sector and domestic and international federal agencies, intelligence community, and law enforcement organizations
• Build and maintain strong relationships with key decision-makers, including C-level executives, procurement officials, and technical stakeholders
• Serve as primary point of contact for assigned accounts, ensuring high levels of customer satisfaction and retention
• Collaborate with internal teams including product management and customer success to deliver comprehensive solutions
• Maintain deep understanding of the competitive landscape, market trends, and evolving customer needs within the cybersecurity and intelligence sectors
• Participate in industry conferences, trade shows, and networking events to enhance market presence and generate leads
• Lead response efforts for RFPs, RFIs, and other procurement vehicles, coordinating with technical and proposal teams
• Negotiate contract terms and pricing in accordance with company guidelines and customer requirements
• Ensure compliance with all government contracting regulations and security requirement