GenAI Government Sales Executive – DoD & IC

BigBear.ai; Columbia (MD); On-site; USD 150,000 - 270,000; Full time

Job summary

BigBear.ai seeks a Sales Executive to accelerate revenue growth across the DoD, Fed Civ, IC, and DIB. You will own the full sales cycle from prospecting to close, building a robust pipeline and engaging with senior government leaders.

You will leverage relationships and domain knowledge of government procurement to navigate budgets, contracts, and procurement vehicles, while coordinating with cross-functional teams to craft tailored proposals and demonstrations.

Qualifications

• At least five years of enterprise SaaS sales experience, including three years selling to DoD, Fed Civ, IC, and/or DIB customers.
• Verifiable record of meeting or exceeding government or defense-sector revenue quotas.
• Established relationships and influence within target markets with a written revenue plan.
• Proven success building pipeline from scratch and closing complex, multi-stakeholder deals.
• Strong knowledge of government procurement, budget cycles, and contract vehicles (GWACs, BPAs, IDIQs, OTAs).
• Expertise in SaaS sales and subscription- or consumption-based pricing models.
• Excellent communication, presentation, and negotiation skills with senior government and executive leaders.
• CRM proficiency with Salesforce or HubSpot.
• Ability to travel up to 50%.

Responsibilities

• Aggressively pursue new business through direct outreach, existing networks, industry events, and engagement with decision-makers across DoD, Fed Civ, IC, and/or DIB.
• Own the full sales cycle from prospecting through close, emphasizing urgency, deal velocity, and measurable revenue growth.
• Build and maintain a qualified pipeline that consistently exceeds quota coverage requirements.
• Leverage established relationships with stakeholders, program managers, contracting officers, and end users to generate pipeline and accelerate deals.
• Serve as a trusted advisor by understanding customer missions, challenges, buying structures, procurement processes, and decision-making authority.
• Create and execute account and territory plans with defined targets, milestones, and accountability measures.
• Develop account penetration strategies aligned with company objectives, competitive opportunities, and customer priorities.
• Maintain current knowledge of government budgets, procurement vehicles, contract opportunities, policy changes, and Generative AI and SaaS adoption trends.
• Partner with sales, marketing, solutions engineering, product, and capture teams to coordinate account strategies, proposals, messaging, and demonstrations.
• Provide candid customer and market feedback to inform product priorities and go-to-market strategy.
• Meet or exceed sales quotas while maintaining accurate forecasts, disciplined pipeline management, and rigorous CRM hygiene.
• Contribute to a competitive, accountable, and results-oriented sales culture

Job description

BigBear.ai seeks a Sales Executive to accelerate revenue growth across the DoD, Fed Civ, IC, and DIB. You will own the full sales cycle from prospecting to close, building a robust pipeline and engaging with senior government leaders.

You will leverage relationships and domain knowledge of government procurement to navigate budgets, contracts, and procurement vehicles, while coordinating with cross-functional teams to craft tailored proposals and demonstrations.