Account Executive, US Federal Government

CompTIA; United States; Remote; USD 142,000 - 164,000; Full time

Job summary

A leading company in technology seeks an Account Executive to drive revenue and expand its client base within the US Federal Government sector. The role involves building relationships, negotiating deals, and understanding client needs to provide tailored solutions. Ideal candidates will possess strong networking and negotiation skills, with a solid understanding of government operations. Join a collaborative team committed to empowering professionals and fostering innovation.

Benefits

Health, Dental, and Vision Insurance

Unlimited PTO

401K Retirement Plan with 6% company match

Student Loan Repayment

Paid Parental Leave

Spot Bonuses

Qualifications

• Strong understanding of US Federal Government structure and operations.
• Ability to navigate military and civilian agencies.
• Demonstrates strong negotiation skills.

Responsibilities

• Maintain, upsell, and generate net-new sales within the given channel.
• Establish and nurture relationships with potential and existing clients.
• Negotiate terms and close deals with clients.

Skills

Negotiation

Networking

Communication

Problem-Solving

Education

Degree preferred

5+ years of direct experience

Job description

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CompTIA is a leading voice and advocate for the $5 trillion global information technology ecosystem; and the estimated 75 million industry and tech professionals who design, implement, manage, and safeguard the technology that powers the world’s economy.

Through education, training, certifications, philanthropy and market research, CompTIA promotes industry growth; the development of a highly skilled workforce and a commitment to creating an environment where innovation happens, and the opportunities and benefits made possible through technology are available to all.

Summary:

This position is tasked with driving revenue and expanding CompTIA’s client base, both new and existing, within a specified territory or market channel. The role involves identifying and cultivating relationships with potential clients, maintaining and growing existing accounts, understanding client needs, building product and service solutions, negotiating deals, and discovering new business and market opportunities. A thorough understanding of our company's products or services, a strong grasp on market dynamics, solid networking capabilities, and proficient communication and negotiation skills are essential for success in this role.

Note: There are 2 positions open. One will need to be based in the DC//Maryland/Virginia area and focused on Civilian Agencies (e.g. Dept of State) and Government Integrators. The second Account Executive can be based anywhere in the US and will be focused on Military, especially Army.

Essential Duties and Responsibilities:

• The primary responsibility is to maintain, upsell and generate net-new sales within the given channel. This involves researching and understanding the needs of these potential clients and how the company’s products or services can meet those needs
• Routine and timely response to leads realized from marketing efforts and initiatives, assessing the sales opportunity and executing productive follow up
• Establishing and nurturing relationships with potential and existing clients. This includes regular communication, timely follow-ups, and productive meetings to understand their needs and provide solutions
• Negotiating terms and closing deals with clients. This requires a deep understanding of the company’s offerings and the ability to create mutually beneficial agreements
• Creating and implementing strategies to attract new clients or enter new markets. This involves following the channel playbooks created by sales and marketing leadership
• Attending industry events, conferences, and meetings to network with potential clients and partners
• Working closely with other departments like marketing, operations, client services to ensure that the business development strategies are aligned with the company’s overall objectives and work together towards successful client outcomes
• Monitoring and reporting on the effectiveness of business development activities. This includes tracking metrics and analyzing data to inform future strategies
• Travel to in-person meetings and events (25 – 50%)
• Other relevant tasks, duties, or special projects as assigned

Key Performance Metrics:

• Consistently convert qualified leads into closed deals, meeting or exceeding quarterly conversion benchmarks set by Sales Leadership.
• Effectively manage and progress opportunities through the sales pipeline by maintaining a balanced distribution across all stages and minimizing time spent in each stage. Performance will be assessed using internal reports, with an emphasis on opportunity velocity and stage-to-stage conversion efficiency
• Demonstrate effective client engagement by maintaining a strong correlation between sales activities (calls, emails, meetings) and successful deal conversions. Performance will be evaluated using internal reports, focusing on activity quality and conversion impact rather than volume alone.
• The success rate in converting issued quotes into finalized sales
• Monitor and analyze sales performance over time using closure data and trend reports. Emphasis is placed on identifying growth patterns, maintaining consistency, and leveraging insights to improve future outcomes.

Skills and Qualifications:

• Strong understanding of the US Federal Government structure and operations, including the ability to navigate military and civilian agencies, both domestically and at global locations
• Demonstrates the ability to effectively network with industry professionals, potential clients, and partners, fostering strong professional relationships that benefit the business
• Exhibits strong negotiation skills, ensuring favorable and profitable outcomes in deals and agreements with clients and partners
• Has a keen eye for market trends and customer needs, enabling the development of strategies that target untapped opportunities
• Possesses excellent verbal and written communication abilities, facilitating clear and persuasive interactions with both clients and internal teams
• Skilled in building, maintaining and growing long-term relationships with clients, ensuring customer satisfaction and loyalty
• Demonstrates a strong sales-oriented mindset, focused on achieving and surpassing sales targets through effective business development strategies
• Works effectively within a team, balancing individual responsibilities with the needs and goals of the wider team and company
• Shows adaptability in changing market conditions and a problem-solving approach to overcoming business challenges

Education and/or Experience:

• Degree preferred but not required for the role
• 5+ years of direct experience in related field
• Training, learning, certification or tech solution background strongly desired

Why Join Us:

We're a team of driven, creative problem-solvers who are passionate about empowering people to realize their full potential. We foster a collaborative and inclusive culture where ideas are welcomed, growth is encouraged, and success is celebrated. We're not just looking for employees, we're looking for partners who share our vision and are eager to contribute to our purpose. If you're ready to unlock your potential and reach new heights, join us today.

Our team works hard and we recognize the importance of taking care of our own. We offer our employees a comprehensive suite of benefit offerings including:

• Health, Dental, and Vision Insurance & FSA/HSA Plans
• Unlimited PTO & 15 Paid Holidays
• 12 weeks of Paid Parental Leave
• Sponsored Costco or Sam’s Membership
• 401K Retirement Plan with 6% company match
• Spot Bonuses for going above & beyond
• Student Loan Repayment
• Expected salary based on experience and qualifications – $142,000 – $164,000 base with a total OTE being $173,000 – $200,000 once goals are met.Commissions are not capped if goals are exceeded.

We prohibit discrimination based on race, color, religion, sex, age, national origin, sexual orientation, gender identity or expression, disability, veteran status, or marital status.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Industries

  Technology, Information and Media

Referrals increase your chances of interviewing at CompTIA by 2x

Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Student loan assistance

Paid paternity leave

Tuition assistance

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