Client Executive – Defense (Army Preferred)

Client Executive – Defense (Army Preferred)
Location: Hybrid (US-based, strong preference for DC Metro Area). In-person expectations include periodic visits with customers and to Thunder offices in Tysons Corner.
Job Summary: Thunder is the fastest-growing Salesforce consulting partner, backed by Salesforce Ventures, and known for delivering mission-focused innovation through Salesforce, Agentforce, and integrated AI solutions. We are expanding our federal practice and seeking a Client Executive to lead growth across Defense accounts, with a preference for Army experience.
This is a frontline, hands-on role responsible for driving pipeline, writing and shaping proposals, developing trusted executive relationships, and closing deals in alignment with Thunder’s federal go-to-market strategy. Reporting to our Head of Federal, the Client Executive will be the primary point of contact to the customer organization, responsible for long-term account growth, client success, and coordination with Thunder’s delivery teams.
Role + Responsibilities:

• Own pipeline and bookings targets for Defense accounts.
• Build trusted executive relationships with senior military leaders and civilian decision makers.
• Drive capture strategy, teaming, and proposal execution for major Defense opportunities.
• Lead or contribute directly to proposal writing, ensuring submissions are compliant, compelling, and aligned to mission needs.
• Collaborate with Salesforce Public Sector and AWS sellers to co-sell and co-deliver solutions.
• Work with Thunder’s pre-sales/demo team to shape mission-aligned solutions and accelerators.
• Partner with Thunder’s delivery teams to ensure program success and client satisfaction.
• Represent Thunder at Defense forums, industry events, and customer engagements.
• Capture customer feedback and mission priorities to inform Thunder’s federal offerings.
• Develop thought leadership content, including points of view and white papers, to shape market positioning and engage Defense stakeholders.

Qualifications:

• 8–10+ years in federal sales, capture, or business development, with a focus on Defense accounts (Army experience strongly preferred).
• Proven record of closing multi-million-dollar federal contracts.
• Hands-on proposal writing and capture management skills.
• Familiarity with Salesforce, SaaS, or cloud ecosystem solutions (Salesforce strongly preferred).
• Understanding of Defense acquisition vehicles (IDIQs, BPAs, OTAs, CSOs).
• Ability to obtain and maintain a security clearance strongly preferred.
• US Citizenship Required.
• Bachelor’s degree required; Salesforce certifications or advanced degree a plus.

Why Thunder? Because You Deserve More Than Just a Job.

• A Culture of Builders – We’re a remote-first, global team of curious, collaborative problem-solvers. You’ll have the opportunity to refine processes, solve challenges, and help shape the future of Salesforce and Amazon consulting. If you’re excited to build, innovate, and grow, you’ll fit right in.
• Forge Your Own Path – At Thunder, you’re not just filling a role—you’re shaping it. Whether it’s jumping into presales, refining our methodology, or building something entirely new, the opportunity to innovate is yours to take.

Perks In Store for You:

• Comprehensive Benefits with Sequoia – Medical, Dental, Vision, and Employer-Paid Life/Disability Insurance to keep you and your loved ones covered.
• Ownership & Impact – Stock options in a fast-moving, high-growth company. Every employee plays a part in what we’re building. Come make your mark!
• Level Up Your Career – Real opportunities to grow your Salesforce and Amazon expertise through mentorship, certifications, and hands-on experience with cutting-edge technology.
• Work from anywhere (well, almost 😉) - Enjoy the freedom of remote work, flexible PTO (with a 2-week minimum!), and generous leave policies - because the best work happens where you’re happiest.
• People-First Flexibility – We’re always listening, evolving, and adapting. Your feedback helps shape our policies, ensuring you can thrive - professionally and personally.