Acquisition Sales Executive - Government/Defense (Remote)

Tech Sales Jobs; United States; Remote; USD 193,000 - 339,000; Full time

Job summary

Rackspace Technology is seeking a seasoned Sales Executive to drive new logos in government, defense, and aerospace. You own the full sales cycle from prospecting to close, orchestrating cross-functional teams to present tailored solutions and ensuring a smooth handoff to client partners for ongoing relationship management and revenue growth.

The role emphasizes expert consultative selling, negotiation, and pipeline management, with accountability for bookings, revenue, and customer

Qualifications

• 15+ years of experience in the field of role
• 5+ years experience in the government or defense industry ideal.
• Expert-level knowledge in professional sales training and processes

Responsibilities

• Own and drive revenue growth within target market with cross-functional collaboration.
• Prospect and qualify opportunities to maintain a healthy pipeline.
• Coordinate with internal teams to deliver tailored client solutions.
• Align with Market Unit Lead and VP to target priority accounts.
• Manage end-to-end sales process including negotiation and closure.
• Maintain accurate pipeline data and provide leadership updates.
• Meet or exceed bookings, revenue, gross margin, and NPS targets.

Skills

Consultative Selling

CRM Software Skills

Negotiation Skills

Pipeline Management

Presentation Building

Sales Lead Generation Skills

Solutions Development

Solution-selling Skills

Education

High School Diploma or regional equivalent

Bachelor's Degree preferred

Job description

Location: US-Work from Home

Time Type: Full time

Job Description

The Sales Executive is responsible for driving new business growth by acquiring new logos primarily in the government, defense and aerospace industry. This role owns the entire sales cycle, from lead generation and prospecting through to contract closure, ensuring a seamless and professional experience for potential clients. The Acquisition Sales Executive orchestrates internal teams to develop and present compelling, client‑specific solutions that address prospect needs and differentiate Rackspace in the marketplace. Upon successful deal closure, the role ensures a smooth transition and handoff to the designated client partner or customer success manager for ongoing relationship management. This position is critical to expanding Rackspace’s customer base and achieving strategic revenue objectives, while upholding the company’s standards of excellence and customer focus.

Career Level Summary

• Recognized as an expert within the company and requires in-depth and/or breadth of expertise in own job discipline and broad knowledge of other job disciplines within the organization function
• Solves unique problems that have a broad impact on the business.
• Contributes to the development of organizational sub‑function strategy.
• Progression to this level is typically restricted on the basis of business requirements.

Critical Competencies

• Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
• Customer‑driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem‑solving, and an unwavering commitment to customer success.
• Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer‑focused solutions.
• Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
• Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.

Key Responsibilities

• Own and drive revenue growth within target market, leveraging a cross‑functional approach to maximize account potential.
• Prospect and qualify opportunities within target market, ensuring a robust and healthy sales pipeline.
• Orchestrate internal teams (Enterprise Solutions, Product, Services, and Client Partners in exceptions) to develop and deliver tailored solutions that address specific client needs and business objectives.
• Coordinate closely with the Market Unit Lead and VP of Sales to identify priority target accounts and drive a focused, data‑informed pursuit strategy.
• Manage the end‑to‑end sales process, including negotiation and closing of deals, while ensuring a seamless transition to client partners for ongoing relationship management.
• Maintain accurate pipeline data and sales forecasting, providing timely updates to leadership.
• Consistently meet or exceed established sales targets and key performance indicators, including bookings, revenue, sold gross margin, and Customer NPS.

Knowledge

• Expert‑level knowledge in professional sales training and sales process
• Expert‑level understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
• Expert‑level knowledge of Rackspace product portfolio, strategy, competitors, and customers

Skills

• Consultative Selling
• CRM Software Skills
• Negotiation Skills
• Pipeline Management
• Presentation Building
• Sales Lead Generation Skills
• Solutions Development
• Solution‑selling Skills

Education

• High School Diploma or regional equivalent required
• Bachelor's Degree required, preferably in field related to role. At the manager’s discretion, additional relevant experience may substitute degree requirement

Experience

• 15+ years of experience in the field of role required
• 5+ years experience in the government or defense industry ideal.

Disclaimer

The above information has been designed to indicate the general nature and level of work performed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job.

Our compensation reflects the cost of labor across several geographic markets. The compensation range for this position ranges from $192,610.00/year in our lowest geographic market up to 338,993.60 USD/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job‑related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. The compensation package may also include incentive compensation opportunities in the form of annual bonus or incentives, equity awards and an Employee Stock Purchase Plan (ESPP). Learnmore aboutbenefits at Rackspace.

About Rackspace Technology

We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end‑to‑end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world‑class talent. Join us on our mission to embrace technology, empower customers and deliver the future.

More on Rackspace Technology

Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.