Account Executive

Account Executive

The Account Executive is responsible for owning and building Acuative's presence within the Defense Industrial Base (DIBS). This is an opportunity, requiring a strategic sales leader with a hunter mentality who can cultivate relationships from scratch, penetrate new accounts, and establish Acuative as a trusted provider of managed IT and network services. The role involves developing and executing sales strategies targeting large, complex defense organizations and managing full cycle.

Revenue Growth & Business Development:

• Demonstrated success driving net-new business by selling managed IT and network services into large defense organizations.
• Own end-to-end net-new business acquisition, successfully navigating long, complex sales cycles in a new territory.
• Demonstrated ability to drive lead generation and execute sales motions that result in closed business.

Strategy & Planning:

• Develop and implement market penetration strategies to establish Acuative in a new field, leveraging competitive insights and client relationship.
• Demonstrated success in leading the creation and execution of client and sector strategies to build awareness and drive adoption of managed services solutions.
• Analyze key financial and market drivers to identify growth opportunities and optimize regional sales opportunities.

Client Relationship Management:

• Build and maintain long-term client relationships to ensure retention, satisfaction and trust.
• Position managed services as strategic solutions, clearly articulating business value, ROI, and long-term impact.
• Develop and maintain strategic partnerships with key clients, guiding decision-making and expanding managed services adoption across enterprise account

Position Type/Expected Hours of Work/Travel:

• Remote (with occasional in-person meetings at our Virginia office)
• Requires regular travel, flexibility, and ownership to deliver results in a fast-paced, dynamic sales environment.

Required Qualifications:

Education:

• Bachelor's degree in business, Management, Marketing or a related field.

Experience:

• 1012 years of enterprise sales experience with a proven history of meeting revenue targets, including 5+ years of recent success selling managed services solutions into the defense industry.
• Proven experience selling managed services to large organizations.
• Strong ability to drive new business approaches, expand strategic accounts and manage full sales life cycles.
• Demonstrated success building pipeline and driving revenue in new or emerging markets through proactive lead generation.
• Excellent communication, presentation and negotiations skills.
• Ability to work independently, and operate in a high-growth, and performance driven environment.
• Prior military service or defense industry exposure.
• Established network and partnership within large defense organizations.

Skills:

• Lead generation, prospecting and pipeline management.
• Full-cycle sales management.
• Executive level communication and presentation skills.
• Cross-functional collaboration with technical teams, and stakeholders.
• Complex deal management with multiple stakeholders.
• Transformational Leadership; challenging the status quo and leading by example.
• Being able to be proactive and provide strategy to mitigate future issues.
• High integrity, discretion and understanding of security culture.