We9re hiring an Account Executive to build and close DoD business across an open territory. You9ll find the customers, run discovery with their engineers and program staff, shape the solution with ours, and close the deal. We sell outcomes, which usually means an integrated solution that draws on several products and sometimes a partner9s capability. You9ll report to the Director of Sales and work on-site in Ashburn with a small team. There9s no big-company sales machine behind you here, so you9ll help build how TAG sells.
Who you areYou9re a seller who wants to help build a company, and you want your pay tied to what you close.
- You bet on yourself. A large share of your pay here is commission, and that9s how you want it. DoD deals take months, so you keep enough in the pipeline to carry you between closes.
- You9re curious about the technology. You want to know how a CRPA antenna nulls a jammer and what an M-code receiver changes for the customer, because understanding it is how you sell it. You keep asking engineers questions until the answer makes sense to you.
- You9re persistent without wearing people out. You follow up for months, and customers keep taking your calls because each touch gives them something useful.
- You say what you think. You9ll tell a customer when our product isn9t the right fit, and you9ll tell us when a process is slowing you down. You9d rather have the hard conversation now than lose the deal later.
- You care who9s on the other end. Our products go to warfighters who need to know where they are when GPS is jammed or spoofed. You take that seriously, and it shows in how you sell.
- You want to be in the room. You9d rather be on a conference floor or at a test range than behind a screen all day.
Required Experience- Cold outreach that built pipeline. You9ve built pipeline from nothing using email, phone, LinkedIn and other digital channels. You can show which sequences and messages got you meetings. You9ve also worked conference floors and industry events, walking up to strangers and leaving with qualified leads.
- Full-cycle deal ownership. You9ve owned deals from first contact to signed contract. Pick one and you can walk us through it: how you qualified it, who the stakeholders were, where it nearly died and what you did to close it. You9ve run deals with several decision-makers and sales cycles that lasted months.
- CRM discipline. You use a CRM to run your own pipeline. You can show how the data told you where to spend your time, which deals were stalling and what your forecast really was.
- Selling a technical solution. You9ve learned a technical product well enough to sell it credibly, and you can explain a solution you sold in plain language. You9ve worked with your own engineers to shape the offer, and you9ve held your own with the customer9s engineers during discovery. It9s a plus if you9ve carried several products at once and matched each one to the right problem.
- Consultative selling. You start with discovery and find the customer9s real problem before you pitch anything. You9ve reshaped a deal, or walked away from one, when your first answer wasn9t the right fit.
- Builder. You9ve helped build a company or team that was still taking shape. When a process didn9t exist, you created it. When something wasn9t working, you said so and fixed it. You can work without big-company support: no sales ops team, no playbook and no one to hand the admin to.
- U.S. person status. This role involves access to technical data controlled under the International Traffic in Arms Regulations (ITAR). You must be a U.S. person as defined in 22 CFR 120.62. That includes U.S. citizens, lawful permanent residents, and certain protected individuals such as refugees and asylees.
- Clearance eligibility. You must be able to obtain and maintain a U.S. government security clearance, which requires U.S. citizenship.
Nice to haves- Active clearance. You hold a current security clearance, or you9ve held one recently.
- DoD customers. You9ve sold to the Department of Defense, whether to program offices, prime contractors or operational units. You understand how requirements, funding and buying decisions move through defense organizations.
- Industry partnerships. You9ve looked at a customer requirement, seen where a partner9s product or capability could close a gap, and put that partnership together to win the deal.
- Multiple accounts in parallel. You9ve run several active customers and deals at once without letting any of them go cold. You can explain how you decided each week where your time went.
$90,000 - $130,000 a year
This role is subject to variable compensation of base plus OTE.
TAG is a small, veteran-owned company, and more than a quarter of our team has served. You9ll work directly with leadership and engineering, and your results will show up in the company9s numbers.
