GenAI Strategy Sales Executive for DoD & IC Growth

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

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.