Enterprise Account Executive - DoD

Aris; Northern (KY); Hybrid; USD 280,000 - 300,000; Full time

Benefits offered by this job

Hybrid working model

Remote work up to 60%

Hybrid work stipend

Job summary

ARIS is seeking an Account Executive for the U.S. Government & Defense market in the United States.

You will own the full sales cycle, from prospecting and qualification through negotiation and close, targeting senior government and defense stakeholders and expanding ARIS’s presence across the DoD landscape. The role requires a proven hunter with a deep network in government channels, experience selling enterprise software or SaaS, and a track record of meeting revenue targets in complex

Qualifications

• 6+ years of experience in enterprise software, SaaS, technology consulting, or related field.
• Proven experience selling enterprise software or SaaS solutions into the U.S. Government and/or DoD.
• Demonstrated success as a new business hunter and/or enterprise account manager.
• Consistent track record of meeting or exceeding revenue targets in complex enterprise sales.
• Experience managing long, complex sales cycles with multiple stakeholders and significant value.

Responsibilities

• Own and execute a targeted sales strategy for U.S. Government and DoD, focusing on Army, Navy, Air Force, and related agencies.
• Drive net-new revenue through enterprise software and SaaS sales across the U.S. Government and DoD market.
• Leverage relationships across government and defense to generate qualified opportunities and build pipeline.
• Develop and manage a healthy pipeline from prospecting through qualification, negotiation, and close.
• Position ARIS capabilities against customer mission requirements and objectives.
• Act as a strategic advisor to senior government and defense stakeholders.

Skills

Enterprise software sales

Government sales

New business development

Strategic account management

Stakeholder management

Education

Bachelor's degree in Business/Tech/Engineering

Job description

We are currently seeking an Account Executive, U.S. Government & Defense to join ARIS in the USA.

In this role, you will be responsible for acquiring new business, driving revenue growth, and expanding ARIS's presence across the U.S. Government and Department of Defense market. You will build and manage relationships with senior government and defense stakeholders, develop qualified opportunities, and position ARIS's Process Intelligence, Process Mining, Business Process Analysis, GRC, Enterprise Architecture, and Agentic AI capabilities against complex mission and transformation requirements.

This is a strategic, consultative sales role for an experienced enterprise software seller who understands the U.S. Government and DoD landscape, has an established network of relationships, and knows how to navigate complex procurement environments. You will act as a trusted advisor to customers while owning the full sales cycle from prospecting and qualification through negotiation and close.

We can hire in the following states/districts only: Delaware, Florida, Georgia, Illinois, Indiana, Maryland, Massachusetts, Michigan, New Hampshire, New Jersey, North Carolina, Ohio, Oklahoma, Pennsylvania, South Carolina, Texas, Virginia, Washington DC (District of Columbia), and West.

Essential Functions

• Own and execute a targeted sales strategy for the U.S. Government and Department of Defense, with a particular focus on the Army, Navy, Air Force, and related government agencies
• Drive net-new revenue through enterprise software and SaaS sales across the U.S. Government and DoD market
• Leverage established relationships and networks across government and defense organisations to generate qualified opportunities and build pipeline
• Develop and manage a healthy pipeline of strategic opportunities, from initial prospecting through qualification, negotiation, and close
• Position ARIS's Process Intelligence, Process Mining, Business Process Analysis, GRC, Enterprise Architecture, and Agentic AI capabilities against customer mission requirements
• Act as a strategic advisor to senior government and defense stakeholders, including C-level and executive decision-makers
• Understand government operating models, mission requirements, procurement processes, contracting structures, and buying cycles
• Identify opportunities where ARIS can improve process visibility, operational efficiency, automation, risk management, governance, and digital transformation
• Develop compelling, value-based propositions that connect ARIS solutions to measurable business and mission outcomes
• Build strong relationships across customer organisations and develop multi-threaded stakeholder engagement strategies
• Collaborate closely with Presales, Product, Marketing, R&D, Professional Services, and Operations to develop and close complex opportunities
• Lead customer presentations, executive briefings, demonstrations, negotiations, and commercial discussions
• Maintain accurate opportunity data, forecasts, and activity within the relevant CRM systems
• Stay informed on U.S. Government and DoD priorities, technology initiatives, procurement trends, competitive activity, and market developments
• Represent ARIS at relevant government, defense, industry, and customer events
• Continuously identify new routes to market, strategic accounts, partners, and opportunities for growth

Minimum Requirements

• 6+ years of experience in enterprise software, SaaS, technology consulting, or a related field
• Proven experience selling enterprise software or SaaS solutions into the U.S. Government and/or Department of Defense
• Demonstrated success in a new business hunter and/or enterprise account management role
• Consistent track record of meeting or exceeding revenue targets in complex enterprise sales environments
• Experience managing long, complex sales cycles involving multiple stakeholders and significant commercial value

• Strong enterprise sales methodology and experience with consultative, value-based, and outcome-oriented selling

• Established, current relationships across U.S. Government and/or Department of Defense organisations
• Strong understanding of the DoD ecosystem, including the Army, Navy, Air Force, and related agencies
• Understanding of government procurement, contracting, acquisition processes, and mission requirements
• Ability to identify and navigate complex government buying centres and influence multiple stakeholders
• Understanding of enterprise transformation, process optimisation, automation, governance, and digital modernisation within government environments

• Excellent written, verbal, presentation, and negotiation skills

Nice to Have

• Experience selling Process Intelligence, Process Mining, Business Process Management, RPA, GRC, Enterprise Architecture, or related enterprise software
• Experience selling AI, Agentic AI, data, automation, or digital transformation solutions
• Experience with large, complex enterprise software transactions
• Experience working with government systems integrators, technology partners, or defense primes
• Experience in a fast-growth SaaS or technology environment
• Bachelor's degree in Business, Technology, Engineering, or a related field

Compensation

The annual base salary range for this position is $280,000 – $300,000.

This position is also eligible for a 10% monthly commission plan in accordance with relevant plan documents and award agreements.

Benefits

• Company-paid Holidays, Sick Leave, and Vacation
• Paid Family Leave and other leaves of absence
• Community Service Day
• Medical, Dental, Vision, FSA/HSA and Life Insurance
• 401(k) Plan with up to 5% employer match
• Wellness Program
• Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%
• Work anywhere in your country or abroad for up to 10 days per year
• Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment
• Employee Assistance Program