Account Executive – Defense & Government
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Job Description
Account Executive driving new business and long-term account growth with US defense customers. Managing sales lifecycle while collaborating closely with cross-functional teams in a remote setup.
Responsibilities:
- End-to-end ownership of the sales cycle, including prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close. This role decides where to spend time and defends those calls.
- Build and maintain trusted relationships with DoD program offices, Program Managers, primes, and systems integrators.
- Lead and coordinate capture efforts, including win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs.
- Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting.
- Represent NODA at customer briefings, technical demos, industry events, and partner meetings.
- Provide market and competitive intelligence to product, engineering, and GTM teams.
- Mentor and coordinate with junior BD staff to scale capture execution.
Requirements:
- US Citizen (required), with the ability to obtain a security clearance.
- 8+ years winning new business with US defence customers, including time carrying a quota at a defence-tech company, prime, or integrator. Demonstrated success closing deals from the mid-six figures into the millions.
- A service or mission area owned end-to-end. This may be Navy, Army, Air and Space Forces, SOCOM, or a combatant command. Deep familiarity with how program offices, primes, and integrators operate in that lane, with the ability to open and hold senior conversations.
- Fluent in how the government actually buys, with pursuit experience across OTA, IDIQ, SBIR/STTR, and FAR vehicles. Able to write a white paper, brief a source-selection official, and negotiate a cooperative agreement without hand-holding.
- Strong briefer, able to translate technical capability into mission impact for both an O-6 and a CEO, in writing and in the room.
- Willingness to travel for customer engagements and demonstrations (up to 40-60%).
Benefits:
- Hybrid work environment
- Competitive pay
- Flexible time off
- Generous PTO policy
- Federal holidays
- Generous health, dental, and vision benefits insurance
- Free One Medical membership
- Travel support
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