Strategic Account Executive - Federal Government West

Strategic Account Executive - Federal Government West

San Diego, California, United States

Company Description

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

Job Description

As a member of our Sales team, you will develop, qualify, and sell Air products and services, and maintain sales relationships across the national security sector of the U.S. Federal Government. You have the ability to make an immediate and measurable impact on top-line revenue growth for the business while doing work that matters to the Nation. You are a dynamic and influential sales professional who can paint a picture that excites people and compels them to work with Air. You have an eminence about you, and people notice it. You have the natural ability to lead and have a successful track record of selling technology to the government, particularly the national security enterprise. You have outstanding business acumen and a deep understanding of this industry, with both a passion and aptitude for technology. This role is a full-time remote position with a requirement of frequent visits to our headquarters in the Washington, DC area. This role may require up to 75% travel.

Scope of Responsibilities

• Own end-to-end new business opportunities, from creating leads to closing deals
• Personally source, shape, and properly qualify new business opportunities
• Manage complex sales cycles from opportunity identification to contract close for multiple opportunities simultaneously
• Develop, maintain, and execute against account plans for national security clients and prospects
• Present business solutions at the executive level and evangelize Air throughout the Federal/national security marketplace
• Define and present compelling, customized value propositions and demonstrate Air technology and solutions to prospects and clients
• Utilize Salesforce to manage all aspects of prospecting, opportunity management, forecasting, client communications, contacts, activities, and tasks

Qualifications

• U.S. Citizenship is required
• Bachelor's degree

Required Skills:

• 7+ years experience in meeting and exceeding revenue goals in a technology sales environment, personally closing large and complex deals
• Proven success at developing and closing new business in net-new and greenfield territories
• Deep knowledge of governmental acquisition and contracting processes
• Exceptional verbal and written communication skills
• Willingness to work hard, be strategic, and do the right thing for the business
• Ability to work in a fast-paced, changing environment

Desired Skills:

• Current possession of a U.S. security clearance, or the ability to obtain one with our sponsorship
• Experience in or exposure to the nuances of a startup or other entrepreneurial environment
• Working experience or familiarity with the DoD Acquisition or Logistics domains
• Experience with Salesforce CRM

We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we're eager to hear from you.

Air is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.