Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War (DoW). In this pivotal role, you will bridge the gap between warfighter mission requirements and Exterro's eDiscovery, Digital Forensics, and Data Governance solutions. You will engage directly with operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts. The ideal candidate possesses a proven track record in DoW SaaS sales and a deep understanding of the mission authorities shaping the account portfolio.
ResponsibilitiesSales Development & Execution- Pipeline Management: Identify, qualify, and nurture a robust pipeline; maintain hygiene, win strategies, and bid/no-bid recommendations.
- Strategic Discovery: Conduct deep discovery to surface business outcomes, identify economic buyers, and align insights with MEDDPICC or similar methodologies.
- Value Proposition: Craft compelling business cases that demonstrate ROI and differentiate Exterro from competitors.
- Complex Sales: Manage multi-million-dollar sales cycles, navigate complex negotiations, and secure stakeholder alignment.
- Forecasting: Provide accurate forecasting based on "Command of the Sale" insights.
- Leadership: Demonstrate mastery of the sales process, mentor peers, and refine strategies based on performance data.
Account Management & Strategy- Relationship Building: Serve as a trusted advisor to key decision-makers within existing and prospective DoW accounts.
- Consultative Sales: Provide guidance that maps our SaaS capabilities to specific business challenges.
- Cross-Functional Collaboration: Partner with marketing, product, and customer success teams to ensure seamless client onboarding and implementation.
- Market Intelligence: Monitor trends and competitor activity to inform and evolve sales strategies.
- Customer Success & Retention
- Post-Sale Engagement: Act as the primary point of contact to ensure satisfaction and drive expansion through upselling and cross-selling.
- Client Health: Proactively mitigate churn risks by delivering exceptional customer experiences.
- Executive Alignment: Lead briefings and workshops to maintain alignment on strategic business goals.
Qualifications- Experience: 7+ years as a Strategic Account Executive or equivalent uniformed/civilian experience in DoW acquisition requirements or operations.
- Expertise: Deep knowledge of SaaS, cloud-based software, and subscription models.
- Contracting Knowledge: Proven ability to move opportunities to funded contracts, including non-traditional pathways (Defensewerx, small business, paid pilots).
- Skills: Exceptional interpersonal, negotiation, and communication skills.
- Drive: Proven success in a metrics-driven environment focused on KPIs and quotas.
- Education: Bachelor's degree in business or a related field (preferred).
Key Performance Indicators (KPIs)- New revenue generation and client acquisition.
- Sales conversion rates and deal close timelines.
- Customer satisfaction and Net Retention Rates (NRR).
- Expansion revenue via upsell/cross-sell initiatives.
We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $150,000-$200-000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.
Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.
