Remote Strategic DoW SaaS Account Executive

Exterro; United States; On-site; USD 120,000 - 200,000; Full time

Benefits offered by this job

Health insurance

Retirement plans

Flexible paid time off

Job summary

Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War (DoW). You will engage with operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts.

The role requires 7+ years of DoW SaaS sales experience, deep knowledge of subscription models, and a proven ability to move opportunities to funded contracts.

Qualifications

• 7+ years as Strategic Account Executive or equivalent DoW acquisition experience.
• Deep knowledge of SaaS, cloud-based software, and subscription models.
• Experience moving opportunities to funded contracts, including Defense-related pathways.
• Exceptional interpersonal, negotiation, and communication skills.

Responsibilities

• Pipeline management: identify, qualify, and nurture a robust pipeline with win strategies.
• Conduct deep discovery to surface business outcomes and map to MEDDPICC or similar methods.
• Craft compelling business cases showing ROI and differentiating Exterro.
• Manage multi-million-dollar sales cycles and lead negotiations.
• Provide accurate forecasting based on Command of the Sale insights.
• Mentor peers and refine sales strategies based on performance data.
• Act as trusted advisor to DoW decision-makers in existing and prospective accounts.
• Provide consultative guidance mapping Exterro SaaS capabilities to business challenges.
• Collaborate with marketing, product, and customer success for smooth onboarding.
• Monitor market trends and competitor activity to evolve sales strategies.
• Drive customer success and retention; upsell and cross-sell as applicable.

Skills

SaaS sales

Strategic account management

Negotiation

Communication

KPIs & quotas

Education

Bachelor’s degree in Business

Job description

Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War (DoW). You will engage with operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts.

The role requires 7+ years of DoW SaaS sales experience, deep knowledge of subscription models, and a proven ability to move opportunities to funded contracts.