Senior 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.  

  

If you’re looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you’ll find it here. 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. There has never been a more exciting time than now to join SAS Federal!

 

As a Senior Account Executive, you will:

• Sell software, solutions, and services to current and prospective customers, collaborating with sales, pre-sales, and domain experts to maximize opportunities within the assigned territory.
• Identify and qualify business opportunities by prospecting within accounts, fulfilling information requests, and evaluating the level of opportunity and required resources.
• Implement and manage territory and account strategies, advancing opportunities through the sales cycle and forecasting timelines to close business.
• Coordinate closely with pre-sales and executives to ensure timely responses to high-potential opportunities and facilitate customer engagement.
• Prepare and customize quotations, proposals, and contracts, working with internal departments to finalize agreements and set delivery schedules.
• Conduct direct customer interactions, including presentations to executive-level clients, and travel as needed to maintain and grow relationships.
• Leverage knowledge of company offerings, market trends, and sales methodologies (such as BASE or Strategic Selling) to tailor solutions and consulting packages to customer needs.
• Serve as a resource for team members by sharing insights on territory management, policies, procedures, and industry knowledge, and by directing internal resources to achieve objectives.
• Follow up extensively with customers to ensure satisfaction, uncover new revenue opportunities, and assume responsibility for all account activities and revenue growth.
• 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.
• Requires a minimum of eight years of experience in sales, marketing, or technical support of computer software solutions (including related training products and services), computer hardware, or telecommunications software/hardware. Specific industry-related experience may be considered in combination with the above requirements.
• Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Some barriers to entry exist at this level (e.g., dept./ peer review). Level at which career may plateau.
• Determines methods and procedures on new assignments and may coordinate activities of other personnel.
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise.
• Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences specific to the Federal Government and national security space.
• Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred.
• Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
• Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relat