Job Summary
We are seeking a highly skilled Senior Account Executive (AE) with an 8-10 year minimum successful track record in direct enterprise software sales (hybrid deployments to include SaaS and On-Premise/Customer Cloud) to the Department of Justice (including DEA, USMS, FBI), Department of Energy, and Department of Homeland Security (including FEMA, ATF, ICE, and CBP). Candidates will have preferably closed multiple contracts valued greater than $2M through either Program Executive Office (PEO) buy-lists or personal experience winning programs of record. Candidates must demonstrate government tactical operations and communications technologies sales-level subject matter expertise to join our team. In this role, you will be responsible for the “cradle to grave” sales lifecycle, to include top of funnel activities (outbound lead generation, marketing, events & tradeshow attendance, walking the halls), opportunity / deal management (quoting, negotiating, contracting, stakeholder management), and initial implementation. You will act as a trusted advisor to our customers and prospects. The ideal candidate will have a proven record in customer-facing roles, particularly within the defense sector, and possess exceptional interpersonal skills.
Essential outcomes and responsibilities – Lead Generation, Net-New Revenue Generation, Customer Experience & Renewals
1: Lead Generation
Drive top-of-funnel growth by conducting targeted prospecting, outbound outreach, and qualification of leads to generate high-quality opportunities for sales:
· Supported by marketing, execute targeted outbound prospecting campaigns through cold calls, personalized emails, LinkedIn/social media engagement, and HubSpot sequences to identify, qualify, and nurture high-potential leads.
· Partner closely with the Marketing Manager to coordinate on lead-generation campaigns, trade shows, webinars, and events—ensuring timely follow-up, consistent messaging, and conversion of marketing-sourced leads into sales opportunities.
· Maintain accurate pipeline data in HubSpot, track outreach activities, and provide feedback on campaign effectiveness while collaborating with sales and marketing teams to continuously refine messaging, targeting, and prospecting strategies.
2: Net-New Revenue Generation
Own the full enterprise sales cycle with DOJ, DHS, and DOE by driving a land-and-expand strategy across hardware, software, and Iridium airtime services—discovering complex mission requirements, positioning our platform for on-prem, customer-hosted cloud, or SaaS deployment, and leading all quoting, negotiation, and deal execution to grow long-term customer value:
· Lead strategic account planning and relationship development with senior stakeholders at DOJ, DHS, and DOE, uncovering mission-critical requirements and aligning solutions across hardware, software, and Iridium airtime services.
· Manage the entire sales lifecycle—including opportunity identification, proposal development, complex quoting, pricing, and contract negotiation—to successfully close enterprise-level deals.
· Drive a land-and-expand strategy by positioning our platform for flexible deployment models (on-prem, customer-hosted cloud, or SaaS) and expanding adoption through cross-selling, upselling, and long-term account growth initiatives.
Drives Product Engagement in Prospect Demo and Proof of Concept Environments:
· Take full ownership of integrating solutions into garrison demo operations, field training exercises, and unit planning cycles by establishing invitation for on-site presence and pre-sales demo training —without reliance on external prompts.
· Proactively apply for, structure, and manage participation in domestic and international readiness events, ensuring consistent follow-through while demonstrating adaptability in austere environments and across varied modes of military and industry transport.
· Build and sustain product adoption during proofs of concept and demonstrations by distilling complex technical capabilities into clear, mission-relevant terms for soldiers, unit leaders, and visiting command stakeholders, while independently maintaining the relationships and timelines that drive engagement.
3: Customer Experience & Renewals
Once an initial contract award is made, successfully executes initial implementation and onboarding:
· Works with operations and finance systems to process order fulfillment
· Coordinates with fulfillment to ensure order is processed and product ships
· Structures and delivers service kick-off and onboarding session with all end users and their leadership.
Serves as a trusted advisor to customers:
· Independently builds and sustains professional networks and unit-level trust by combining technical expertise, operational experience, and brand credibility—taking full ownership of relationship development and maintenance.
· Establish and execute a disciplined cadence of customer engagement through ongoing technical and business support, structured communications, and QBRs, without reliance on external prompting.
· Confidently brief and advise senior military and SES leaders, translating complex communications and mission technologies into clear, strategic value aligned to operational outcomes, while owning the preparation and follow-through required.
Drives Product Engagement in Customer Training & Operational Environments:
· Take full ownership of integrating solutions into garrison operations, field training exercises, and unit planning cycles by establishing a disciplined cadence of on-site presence, training refreshes, and release support—without reliance on external prompts.
· Proactively structure and manage participation in domestic and international readiness events, ensuring consistent follow-through while demonstrating adaptability in austere environments and across varied modes of military and industry transport.
· Build and sustain product adoption by distilling complex technical capabilities into clear, mission-relevant terms for soldiers, unit leaders, and visiting command stakeholders, while independently maintaining the relationships and timelines that drive engagement.
Maintains a business mindset:
· Stay informed on unit communications, rotations, and training events to anticipate needs and proactively support operational opportunities.
· Cultivate relationships beyond direct customers by engaging adjacent personnel, driving referrals, and uncovering new introductions.
· Rigorously qualify and prioritize leads based on authority, budget, timing, and mission needs to ensure effective allocation of time and resources.
Personal Attributes
· Has excellent interpersonal communication skills, both orally and in writing
· Attention to detail both in systems management and customer relationships
· Accustomed to smaller teams/roll-up-the-sleeves environment
· Proven customer-facing track record in a Defense product/service
· Comfortable with hardware-meets-software (human-machine interface).
· Problem-solver
· Ability to coordinate several projects simultaneously
· Is mentally, physically, and legally available for reasonable on-site participation in austere FTX / readiness exercises as required both domestically and internationally - examples include but are not limited to: foot march in moderate terrain, transit on zodiak/open water, transit on outdoor recreational vehicles if required (ATV, jet-ski, snowmobile, etc), transit by DOD and industry-operated helicopter, exposure to extreme weather for limited periods (Arctic/Desert) to test product functionality in the outdoors with customers .
Preferred Background and Experience
· 8-10 years Senior Account Executive (or equivalent - no SDRs, Account Managers, or Customer Success Managers) with extensive experience selling software and hardware platform solutions (direct) to the US Department of Justice, US Department of Homeland Security, and/or US Department of Energy business segments
· Proven track record of year over year revenue growth in new business sales and expansion
· Experience selling enterprise SaaS, Customer-Cloud, and On-Premise software deployment solutions.
· Proven ability to develop, nurture, and close enterprise contracts with programmatic stakeholders in across the US DOJ, US DHS, and/or US DOE
· Communications Equipment, Networking, and Software Subject Matter Expertise (Sales SME level)
· US Government Tactical Experience (served in the military, CBP, USMS etc)
· Previous experience selling for a start-up company (500 persons or less)
· Previous experience selling for an established enterprise organization (3000 persons or more)
Preferred location
· Remote, within one-hour driving/uber distance of a major metropolitan airport near NYC or DC
Travel requirements
· As needed, up to 50-60%, travel/on-site engagement on business days with rare weekend exceptions due to client requirements or desired conference attendance
· Requires routine travel to government agency offices and remote sites, which may include military installations, both domestic and international
· Requires passport.
What we are NOT looking for
· We are not seeking Consultants, Sales Development Representatives, Account Managers, Customer Success Managers, Field Service Representatives, or Services Providers / Systems Integrators
· We are not seeking Sales Managers (unless you are looking for an individual contributor role)
· We are not seeking proximity to military installations
· We are not seeking forward-deployed in-theater combat support for this role
EVERYWHERE is a smoke and drug-free, fully inclusive work environment and is committed to all applicable workplace laws related to EEO, non-discrimination, and workplace accommodations.
