Strategic Account Executive Jobs in Reston, VA (NOW HIRING)

As a Strategic Account Executive you will serve as the primary coordinator (orchestrator) for an assigned portfolio of strategic Defense, Intelligence, and Government customers. In this role, you will be primarily accountable for growing revenue by winning new business, expanding existing customer relationships, protecting the installed base, and ensuring successful program execution through close partnership with Capability Units and Delivery teams.   

The Strategic Account Executive coordinates the customer relationship and engages in and supports strategy-from executive engagement and opportunity shaping through capture, contract award, delivery transition, and long-term account growth. Success requires disciplined execution of the sales process, strong customer intimacy, strategic thinking, and the ability to lead matrixed teams across Growth, Capability Units, Engineering, Product, Capture, Marketing, and Program Delivery.

This is a hybrid position working from our Northern Virginia headquarters offices with travel as needed.

 What you will do:

• Strategic Account Leadership: Serve as the primary owner for assigned accounts, developing multi-year growth strategies, identifying whitespace opportunities across programs, and tracking program lifecycles and technology refresh opportunities.

• Customer Engagement & Relationship Management: Build deep, trusted-advisor relationships across customer organizations (from operational users to flag officers, PEOs, and PMs) and conduct regular joint account business reviews.

• Opportunity Shaping: Engage early in the customer lifecycle to identify emerging priorities, influence acquisition strategies, develop shaping campaigns, and position the company for sole-source or adjacent mission opportunities.

• Sales Execution & Growth: Execute a repeatable sales process to identify, qualify, and close deals, owning annual bookings/revenue targets and driving cross-capability portfolio selling.

• Capture Leadership: Lead capture planning and win-strategy development for strategic pursuits, including Black Hat sessions, competitive positioning, discriminators, pricing strategies, and executive gate reviews.

• Solution Delivery Support: Advocate for the customer post-sale by coordinating with delivery, product, and engineering teams to ensure on-time execution, smooth transitions, high deployment health, and follow-on growth.

• Portfolio Management: Manage a balanced portfolio encompassing new product and service sales pursuits, software renewals, customer success initiatives, and strategic partnerships.

• Pipeline Development, Forecasting & Reporting: Maintain a qualified pipeline to support bookings targets, deliver accurate weekly forecasts (+/- 5%), advance opportunities through the funnel, and maintain strict CRM hygiene.

• Account Strategy & Planning: Develop, maintain, and quarterly update comprehensive account plans to monitor account health, mitigate risks, and align growth strategies with executive leadership.

• Capability Unit Integration: Maintain high-touch alignment with assigned Capability Units, conducting joint monthly reviews to sync technical roadmaps with customer feedback and mission requirements.

• Strategic Partnerships: Establish teaming strategies, expand OEM and strategic partner relationships, support prime contractors, and build robust customer ecosystems.

• Business Operations: Manage key performance indicators (KPIs), participate in weekly pipeline and quarterly account reviews, and drive opportunity prioritization and risk management.

• Industry Sales Experience: 7+ years of selling technology or enterprise software to Defense, Intel, Government and Large Enterprises.

• Technical Knowledge: Understanding of AI, Cyber, ISR, Information Operations, Autonomous Systems or Mission Software.

• Pre-RFP: Ability to shape opportunities pre-RFP and lead large captures.

• Account Management: Proven track record managing complex accounts and delivering revenue growth in regulated markets.

• Matrixed Team Leadership: Exceptional capability to lead and align cross-functional teams across the organization.

• Strategic Thinking & Customer Intimacy: Ability to understand customer mission priorities, develop actionable account strategies, and establish trusted advisor status with executive decision-makers.

• Communication: Excellent communication with strong executive presentation, negotiation, and relationship-building.

• Acquisition process knowledge: Familiarity with FAR, DFARS, SBIR and OTA

Security Clearance:

Active Secret level clearance or above needed