Account Executive - A&D

Default Brand; Herndon (VA); Hybrid; USD 100,000 - 150,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Flexible time off

Job summary

Exostar is seeking an experienced Sales Representative to generate SaaS subscriptions for Aerospace & Defense customers on the Exostar Platform. This quota-driven role demands a proven track record in building pipelines, forecasting accurately, and closing renewals and new business in a fast-paced tech sales environment.

The role emphasizes outbound and inbound demand generation, collaboration with SDRs, and strong proficiency with SFA tools.

Qualifications

• Must own territory plan and forecast to achieve quota.
• Drive prospecting for assigned target accounts and new opportunities.
• Collaborate with SDR team to move MQLs to SQLs.
• Generate leads with digital marketing and demand-gen teams.
• Register opportunities in the SFA platform and manage quotes and orders.

Responsibilities

• Own territory plan and forecast to meet quota.
• Drive sales prospecting for new opportunities.
• Work with SDRs to convert MQLs to SQLs and build pipeline.
• Develop SQLs for pipeline conversion into forecast.
• Close/won deals and manage quotes in the SFA process.

Skills

Territory planning

Forecasting

Pipeline management

Prospecting

Sales negotiation

Education

Bachelor's degree in finance/marketing/business

Tools

HubSpot

ZoomInfo

LinkedIn

SFA tools

Job description

US Corp Office
2325 Dulles Corner Blvd.
Suite 600
Herndon, VA 20171, USA

US Corp Office
2325 Dulles Corner Blvd.
Suite 600
Herndon, VA 20171, USA

Exostar is seeking for an experienced Sales Representative responsible for generating sales of SaaS subscriptions and solutions, to Aerospace & Defense customer for the Exostar Platform. This quota-driven sales role requires a candidate with a proven track record in creating new customer opportunities, building a robust sales pipeline, and providing consistent, accurate forecasts.

This strategic sales position is an opportunity for those who seek career success, individual recognition, team leadership, and top-tier remuneration in technology sales. The primary objective driving new sales growth in subscription-based sales, within the company's A&D business unit as a core member of the CMMC compliance GTM sales team.

Expectations can assume a typical sales cycle ranges from thirty days to six months. The sales territory is based upon both outbound strategic target accounts and inbound marketing demand generation MQL’s. compensation plan is highly attractive, motivating, and competitive.

Basic Qualifications:

You meet our “must haves” for this role if:

• Full ownership of territory plan and forecast to achieve assigned quota
• Drive sales prospecting of new opportunities for assigned Target accounts and new customer opportunities
• Work closely with SDR team to drive pipeline conversions of MQLs to SQLs
• Generate new leads and opportunities in the assigned Target accounts by working closely with the digital marketing and demand generation team
• Generate new leads through outbound sales activities and leverage the sales prospecting tools for company profile, individual profile, and target marketing
• Develop SQLs for pipeline conversion into forecast
• Convert leads into opportunities and register the opportunities in the (HubSpot) SFA platform
• Manage Opportunities in SFA platform and update with relevant content, context, and status
• Create and maintain a sufficient pipeline of opportunities to support the assigned quota level
• Actively manage sales cycle of opportunities with pre-sales, contracts, sales leadership and collaborate for success
• Convert pipeline opportunities into Closed/Won business and manage quotes and orders in SFA process
• Achieve assigned amount of Closed/Won business to support assigned quota level
• Collaborate with Team members, Associates, and Sales manager on sales activity and marketplace dynamics. Consistent feedback on goal attainment status and performance measurement status
• Ensure compliance with all company policies and government regulatory requirements

Preferred:

You’re exactly who we’re looking for if:

Qualifications:

• B.S. degree preferably in finance, marketing, or related business studies.
• Minimum of 5 years' experience within SaaS sales for corporate customers and/or enterprise level customers
• Minimum of 3-5 years’ experience in sales with Federal Government customers and/or their strategic business partners
• Proficient PC skills – Expertise in Microsoft Office applications (Copilot, Access, Excel, Word, PowerPoint). Knowledgeable in HubSpot, ZoomInfo, LinkedIn, SFA tools is important.
• Strong phone presence, interpersonal skills, and ability to prioritize work
• Excellent collaboration skills in working within a team construct and remote workforce.
• Strong presentation and communication skills for presentations and proposals
• Demonstratable work ethic and deep passion for success
• Proven hard working individual with examples of dedication for both company growth and personal growth
• Top performer who is seeking tremendous opportunity for career growth in reputable organization

Location: Hybrid(3x/week) VA, DC

Remote:

NC, GA, TX, NJ, PA, IL, DC, MD, OH, FL, SC, VA, CO, IN, WA, NV, CA, MA

The pay range for this position is $100,000k - $150,000k/yr; however, the final compensation will be determined based on factors including experience, skills, qualifications, and location. Exostar also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, EAP, Flexible Spending Accounts, 401(k) matching, flexible time off and sick leave).

Exostar - The Company:

• We believe in employee development: we promote internally and provide training and educational assistance
• We provide a fun, engaged workplace, with social and community-building events
• We offer comprehensive benefits and flexible time off plans

Exostar’s cloud-based platforms create exclusive communities within the Aerospace and Defense, Life Sciences, and other highly regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By analyzing community data, we provide insights and intelligence, enabling organizations to make better, timelier decisions, to mitigate risk, and operate more efficiently.

Exostar is an Equal Opportunity Employment Employer. The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, disability status or genetic information. Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.

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Skills

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Education

Experience

Licenses & Certifications

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.