Account Executive, Defense & National Security

Account Executive, Defense & National Security – Washington D.C. or MidAtlantic remote We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence – and questions into answers. We’re recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more. About the job The SAS Federal team is looking for a senior account executive to own a named Department of War (DoW/DoD)/Intelligence Community (IC) territory and lead complex sales cycles for SAS data, analytics, and AI solutions. You’ll determine where to focus, align internal and partner resources, and convert mission problems into measurable outcomes for our customers, while growing revenue through selling enterprise solutions. You will engage senior decision‑makers across programs, acquisition, security, and IT to shape demand, build pipeline, and close business. This role is critical as SAS is strategically focusing on and investing in our work and relationship with National Security. Responsibilities Sell software, solutions, and services to current and prospective customers by leveraging sales opportunities. Prospect within assigned accounts to uncover business needs, qualify opportunities, and determine resources required for success. Implement territory and account management strategies, identifying high‑potential accounts, advancing opportunities through the sales cycle, and forecasting timelines to close business. Collaborate with pre‑sales resources, virtual sales teams, account managers, and executives to ensure timely responses to qualified, high‑revenue leads and strategic account development. Prepare quotations, proposals, and contracts, working cross‑functionally to finalize agreements and set delivery schedules. Follow up with customers to monitor satisfaction, uncover additional revenue opportunities and nurture ongoing relationships. Utilize company account planning tools and sales methodologies such as BASE or Strategic Selling for pipeline management, forecasting, and identifying accounts with strong close potential. Apply knowledge of company marketing goals, industry trends, and SAS applications to assess account needs and recommend appropriate solutions. Develop and execute action plans to close business for high‑potential accounts and further expand relationships within the territory. Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do. Required qualifications Bachelor’s degree, preferably in Business, Marketing, MIS, or other relevant discipline. Minimum five years of experience in sales, marketing, or technical support of computer software solutions, computer hardware, or telecommunications software/hardware. Industry‑related experience may be considered in combination with the above requirements. Knowledge of basic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences specific to the federal government and national security space. Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team. Based in the DC metro area or able to travel routinely to customer sites. Equivalent combination of related education, training and experience may be considered in lieu of the above qualifications. Additional competencies, knowledge and skills Sales Planning: Develop and execute strategic sales plans to achieve revenue targets and drive business growth. Customer Centricity: Prioritize customer needs and deliver tailored solutions that enhance satisfaction and loyalty. Relationship Building: Cultivate strong, trust‑based relationships with clients and stakeholders to foster long‑term partnerships. Obstacle Navigation: Proactively identify and overcome challenges to maintain momentum and deliver results. Insight‑Driven Value Creation: Leverage data and market insights to craft compelling value propositions that address client pain points. Self‑motivation: Demonstrate initiative and drive to exceed goals independently in a fast‑paced, target‑driven environment. Benefits highlights Comprehensive medical, prescription, dental and vision plans. Medical plan options include PPO with low annual deductible and copays; HDHP combined with a health savings account with a contribution from SAS (no access to on‑site health care center). Onsite Health Care Center (HQ) – free to employees and family members enrolled in the PPO plan. Pharmacy available; prescriptions can be shipped for no additional charge. Industry‑leading 401k plan. Tuition Assistance Program and resources to support your development. Generous time off including vacation time, a variety of paid holidays, and our much‑loved U.S. Winter Wellness Break between December 25 and January 1. Volunteer time off, parental leave and unlimited paid sick days. Generous childcare benefits for all full‑time employees. Additional Information To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status. SAS is an equal opportunity employer. All qualified applicants are considered for employment without regard to any characteristic protected by law. Know Your Rights. Resumes may be considered in the order they are received. SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, SAS may obtain nationality or citizenship information from applicants for employment. SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process. #J-18808-Ljbffr