Title: Major Account Executive, Intelligence Community ( IC)
Location: Home/Remote/ Hybrid, Based on location ( Washington DC , Restin,VA areas )
Clearance Level: Seller will need to have a TS/SCI Full Scope Polygraph
We are seeking a high-impact Major Account Executives who excels at selling high-value, multi-million-dollar platform deals into complex, Intelligence Community ( IC). This individual is a strategic account manager, a relationship-driven operator, and a master deal quarterback who can confidently navigate multi-stakeholder environments, build executive alignment, and articulate business value tied to measurable outcomes.
The ideal candidate thrives in competitive environments, “owns the battle,” and leads the entire sales motion from initial engagement through contract execution.
What you will do
Strategic Enterprise Sales Leadership
- Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+).
- Quarterback cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executive Sponsors) to orchestrate and close complex deals.
- Develop and execute strategic account plans for major enterprise accounts (Intelligence Community IC) identifying expansion and renewals opportunities, and long-term value.
Executive Engagement & Thought Leadership
- Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders within major accounts.
- Communicate compelling business value, ROI, and platform differentiation in clear, executive-level language.
- Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.
Deal Strategy, Negotiation & Execution
- Lead the deal strategy from discovery through contract signature, ensuring proper governance, value articulation, and competitive positioning.
- Navigate complex procurement processes, legal negotiations, compliance/security reviews, and multi-threaded stakeholder approval paths.
- Develop persuasive proposals, commercial constructs, and negotiation strategies that maximize deal size, velocity, and long-term customer value.
Competitive Drive & “Own the Battle” Mentality
- Demonstrate a high level of grit, urgency, and competitive intensity to win complex deals in crowded enterprise markets.
- Develop strategies to outmaneuver competitors, strengthen customer commitment, and keep deal momentum moving forward.
- Represent the customer internally while ensuring clear ownership, accountability, and leadership throughout the deal process.
Relationship Expansion & Account Growth
- Expand executive relationships and deepen multithreaded engagement across business units, regions, and technical organizations.
- Identify and pursue opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption.
- Partner closely with Customer Success to ensure smooth handoff and expansion pathways.
What makes you an ideal candidate
- 10+ yearsexperience in enterprise software/SaaS sales, with consistent quota achievement.
- Proven track record leading and closing $5M
$50M+ enterprise SaaS/platform transactions ( Intelligence Community IC)
- Proven DoD / Intelligence Community ( IC) Relationships
- Knowledge of ROI/value engineering frameworks, executive storytelling, and strategic account planning methodologies.
- Demonstrated ability to navigatelong, multi-threaded sales cyclesinvolving technical, business, financial, and executive stakeholders.
- Strong executive presence and exceptional communication skills able to articulate business outcomes, financial value, and platform impact.
- Experience selling complex SaaS platforms (AI, cloud, digital transformation, data/analytics, or enterprise applications strongly preferred).
- Strong understanding of enterprise procurement, security, compliance, and legal negotiation processes.
- High emotional intelligence and ability to build trust quickly across large organizations.
- Demonstrated win mentality with the ability toown and lead the battlethroughout the sales motion.
What we offer
Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.
Benefits & Perks vary by Country.
