Senior Account Executive, Defense & National Security – Washington D.C. 

  

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, Defense & National Security you will:

• Sell software, solutions, and services to current and prospective customers by leveraging sales opportunities to
• 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.
• 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.
• Knowledge of basic sales techniques; knowledge of hardware and/or software acquisitions 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 place of the above qualifications.   

Additional competencies, knowledge and skills -

• Sales Planning: Develops and executes strategic sales plans to achieve revenue targets and drive business growth.
• Customer Centricity: Prioritizes customer needs and delivers tailored solutions that enhance satisfaction and loyalty.
• Relationship Building: Cultivates strong, trust-based relationships with clients and stakeholders to foster long-term partnerships.
• Obstacle Navigation: Proactively identifies and overcomes challenges to maintain momentum and deliver results.
• Insight Driven Value Creation: Leverages data and market insights to craft compelling value propositions that address client pain points.