GenAI Strategy Executive

Bigbear.ai; Northern (KY); Hybrid; USD 150,000 - 240,000; Full time

Job summary

BigBear.ai seeks a results-driven Sales Executive to accelerate revenue across DoD, Federal Civilian agencies, the IC, and the DIB. You will own the full sales cycle from prospecting to close, building a robust pipeline and translating customer missions into winning proposals.

Ideal candidates bring 5+ years in enterprise SaaS sales with a proven defense-focused revenue track record, and deep knowledge of government procurement and pricing models. Travel up to 50% may be required.

Qualifications

• 5+ years of enterprise SaaS sales experience, including 3+ years selling to DoD, Fed Civ, IC or DIB.
• Proven track record of meeting or exceeding government or defense-sector quotas.
• Established relationships and influence within target markets with a written plan for revenue.
• Proven success building pipeline from scratch and closing multi-stakeholder deals.
• Strong knowledge of government procurement, budgets, 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 leaders.
• Proficiency with CRM and sales tools (Salesforce or HubSpot).
• Willingness to travel up to 50%.

Responsibilities

• Aggressively pursue new business with DoD, Fed Civ, IC, and DIB across agencies and programs.
• Own full sales cycle from prospecting to close with focus on velocity and revenue growth.
• Build and maintain a qualified pipeline that exceeds quota coverage.
• Leverage relationships with stakeholders to generate pipeline and accelerate deals.
• Serve as trusted advisor by understanding customer missions, challenges, and procurement processes.
• Create and execute account/territory plans with targets and milestones.
• Develop penetration strategies aligned with objectives and customer priorities.
• Stay current on budgets, procurement, and AI/SaaS adoption trends.
• Collaborate with sales, marketing, SE, product, and capture teams on proposals and demos.
• Provide market feedback to inform product priorities and GTM strategy.
• Meet or exceed quotas with accurate forecasts and disciplined pipeline management.
• Contribute to a competitive, accountable sales culture.

Skills

Enterprise SaaS sales

DoD/Fed Civ/IC/DIB sales

Pipeline management

CRM (Salesforce/HubSpot)

Negotiation

Communication

Tools

CRM tools

Job description

Residency

All applicants must currently reside in the United States

Overview

Ask Sage, a BigBear.ai company, i s the leading Generative AI platform that augments the velocity of government and commercial teams with dozens of use cases, from coding to cybersecurity to acquisition to data analysis and beyond. Our secure platform delivers cutting-edge technology that enables teams to focus on strategic initiatives while we take care of the heavy lifting. We are seeking a hungry, aggressive, and results-driven Sales Executive to accelerate revenue growth across the Department of Defense (DoD), Federal Civilian (Fed Civ) agencies, the Intelligence Community (IC), and the Defense Industrial Base (DIB).

What you will do

• 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

What you need to have

• At least five years of enterprise SaaS sales experience, including three years selling directly to DoD, Fed Civ, IC, and/or DIB customers.
• Verifiable record of consistently meeting or exceeding government or defense-sector revenue quotas.
• Established relationships and demonstrated influence within one or more target markets. Candidates must identify specific areas of influence and provide a written plan for generating near-term and sustained revenue.
• Proven success building pipeline from scratch & closing complex, multi-stakeholder deals.
• Strong knowledge of government procurement, budget cycles, and contract vehicles, including GWACs, BPAs, IDIQs, and OTAs.
• Expertise in SaaS sales and subscription- or consumption-based pricing models.
• Excellent communication, presentation, and negotiation skills, including experience engaging senior government and executive leaders.
• Proficiency with CRM and sales performance tools, such as Salesforce or HubSpot
• Ability to travel as needed (up to 50%).

What we'd like you to have

• Knowledge of Generative AI, large language models, and government or defense applications.
• Relationships with systems integrators and technology partners in the defense ecosystem.
• Active or current DoD security clearance at the Secret level or above.

Pay transparency

Please note the targeted compensation range is provided as an estimate, and any actual compensation offer may vary depending on the needs of the company, or an applicant's skillset, competencies, experience, education, certifications, location, or other factors. The estimated range does not include the value of any benefits offered.

About BigBear.ai

BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission‑based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.

BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.