The RoleAs an Account Executive at Cape, your mission is to drive revenue growth by effectively positioning our proprietary privacy and security first solutions to the United States Marine Corps. You will act as a trusted advisor, understanding the unique needs of government clients, navigating the complexities of government procurement, and delivering solutions that align with their missions. Your role is pivotal in establishing Cape as a key partner to the Marine Corps, ensuring both immediate sales success and long-term strategic relationships.
What You'll Work OnRevenue Generation: Achieve or exceed annual sales targets by closing new business deals with the Navy. Expand the Cape's footprint within existing government accounts by identifying and pursuing upsell and cross-sell opportunities.
Strategic Account Management: Develop and execute comprehensive account plans for key Navy engagements, including strategies for relationship building, opportunity identification, and long-term account growth. Maintain deep knowledge of government procurement processes and contracting vehicles, ensuring successful navigation through complex sales cycles (such as the DOW's Planning, Programming, Budgeting, and Execution (PPBE) and Program Objective Memorandum (POM) processes).
Pipeline Development: Build and maintain a robust sales pipeline through proactive outreach, relationship building, and effective lead generation strategies. Collaborate with marketing and business development teams to identify new opportunities and generate qualified leads.
Client Satisfaction and Retention: Deliver exceptional client service by understanding and addressing the needs of USG clients, leading to high levels of satisfaction and long-term partnerships. Serve as the primary point of contact for government clients, ensuring smooth communication, timely responses, and effective resolution of any issues or concerns.
Market and Competitive Intelligence: Stay informed about industry trends, government initiatives, and competitive landscape to position Cape as a leading solution provider in the government sector. Provide feedback to product and marketing teams on market needs and competitive intelligence, contributing to the continuous improvement of Cape's offerings.
Experience- 5+ years of experience working in customer-facing roles (account executive, customer success, solutions engineer, or related discipline), or equivalent government experience.
- Bachelor's degree in Computer Science or related field, or equivalent hands-on experience, including the ability to quickly develop and tailor scripts or technical solutions to meet customer deployment needs.
- Gritty technical skills. We don't need you to be shipping code to prod. But you enjoy automating tasks as necessary to make sure we deliver for our customers.
- Domain experience in cyber operations, privacy, security, telecommunications or related fields.
- Experience in enterprise sales, especially at early stage companies focused on defense.
- Exceptional written and verbal communication skills.
- Adaptive and introspective; willing to learn, guide, lead and follow.
- Active U.S. TS/SCI clearance.
- Willingness to travel up to 75%.
- Based in DC or New York. Relocation assistance available.
CompensationWe offer competitive compensation that is
geo-adjusted based on
your location, along with meaningful equity so you share in the value you help create. Salary range for this role in Arlington, VA is $180,000 - 200,000 depending on experience and interview performance.
Our benefits include:
- 401(k) match
- 100% coverage of medical, dental, and vision premiums for you and your dependents
- 12 weeks paid parental leave (for all parents, no waiting period)
- Stipends for
- Family-forming needs
- Gender-affirming care
How to applyClick the link below to apply.
We reserve the right to make use of any unsolicited resumes received from outside recruiting agencies and / or individual recruiters without being responsible for payment of any fees asserted from the use of unsolicited resumes.
