Senior Account Executive

Iron Mountain; United States; Hybrid; USD 93,000 - 125,000; Full time

Benefits offered by this job

Competitive compensation

Flexible work options

Health, wellness, and retirement plans

Continuous learning and growth

Job summary

Iron Mountain is seeking a strategic Senior Account Executive for the DOW – US Navy, US Marine Corps & Space Force to join our IMGS / North America Public Sector team. You will drive digital transformation and secure, award-winning contracts across defense portfolios while aligning data-driven capabilities with mission outcomes.

In this role you will lead account strategy, pursue complex opportunities, and collaborate with Solution Architects, Capture Managers, and senior federal leaders to win

Qualifications

• 7+ years of federal government sales experience for large-scale IT solutions within the DoD/DoW
• Ability to lead account strategy and develop high-value pipelines
• Strong consultative selling skills and negotiation with senior federal leaders

Responsibilities

• Develop and execute tailored account strategies across US Navy, USMC, and Space Force to build a high-value pipeline
• Identify and qualify net-new opportunities to modernize paper workflows and data repositories
• Lead end-to-end deal execution from discovery to contract negotiation
• Shape proposal strategy for RFIs and RFPs with mission-aligned value propositions
• Collaborate cross-functionally with Solution Architects, Capture Managers, and channel partners; maintain Salesforce opportunities

Skills

Federal government sales

Account strategy

Consultative selling

Executive communication

Pipeline management

RFIs/RFPs

Tools

Salesforce

CRM

Job description

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Iron Mountain is seeking a strategic Senior Account Executive for the DOW – US Navy, US Marine Corps & Space Force to join our Iron Mountain Government Solutions (IMGS) / North America Public Sector team.

In this role, you’ll have the opportunity to drive digital transformation and IT modernization across key defense portfolios including the US Navy, US Marine Corps, and Space Force. Here, your executive sales expertise and federal domain knowledge will help defense leaders assess operational bottlenecks, modernize legacy systems, and deploy scalable data-driven capabilities. You will play a vital role in connecting mission outcomes with secure technology solutions, helping protect and activate critical defense information assets.

What You’ll Do

In this role, you will:

• Drive Account Strategy & Pipeline Growth : Develop and execute tailored account strategies across the US Navy, USMC, and Space Force to build a high-value pipeline and consistently achieve revenue targets.
• Lead Consultative Sales Pursuits : Identify and qualify net-new opportunities to convert manual paper workflows and fragmented data repositories into modernized digital solutions.
• Manage End-to-End Deal Execution : Guide the complete sales cycle from discovery to contract negotiation, collaborating with internal legal, commercial, and leadership teams to close profitable agreements.
• Shape Proposal Strategy : Lead technical input for RFIs and RFPs, crafting mission-aligned value propositions that maximize win probability for defense contracts.
• Collaborate Cross-Functionally : Partner with Solution Architects, Capture Managers, and channel partners while maintaining accurate opportunity tracking in Salesforce.

What You’ll Bring

The ideal candidate will have:

• 7+ years of direct federal government sales experience managing large-scale (>$50M) complex IT solution opportunities within the DoD/DoW sector.
• Strong knowledge of information governance, SaaS content management, electronic document capture, data analytics, and workflow automation.
• Proven ability in consultative selling, account strategy development, and negotiating with senior federal decision-makers, including flag officers.
• Demonstrated expertise in leading matrixed internal teams and managing complex capture lifecycles.
• Exceptional written, verbal, and executive presentation skills grounded in strategic selling methodologies.

What We Offer

• Competitive compensation and benefits aligned with experience.
• Flexible work options/alternative work options to support work–life balance.
• Comprehensive health, wellness, and retirement plans.
• Opportunities for continuous learning and professional growth.

Reasonably expected salary range: $93,400.00 - $124,500.00 + commissions.

Please note that an employee's starting salary may vary based on a variety of factors. WhereState, Municipal, Provincial, Territorial or other legal minimum wages exceed the federal minimum wage, employees are entitled to the higher rate.

Category: Sales