Senior Account Executive, Defense

Xometry; North Bethesda (MD); On-site; USD 125,000 - 150,000; Full time

Benefits offered by this job

401(k) match

Medical insurance

Dental insurance

Vision insurance

Life and disability insurance

Generous paid time off

Job summary

Xometry, a Nasdaq: XMTR company, seeks a Senior Account Executive to prospect, qualify, and win new federal and defense business. You will translate prototype part needs to sustainment, demonstrate our value, and grow the U.S. B2G market in a dynamic, high-growth environment.

You’ll collaborate with engineering, program management and procurement, set up executive calls, and navigate FAR/DFARS while maintaining CRM data. Travel up to 50% and strong presentation skills are essential.

Qualifications

• 7+ years of experience in federal acquisition, either in government or in industry.
• 2+ years of sales experience in a closing and quota carrying role.
• 2+ years of experience selling technical products or services in the manufacturing space.
• Knowledge of government contracting and procurement processes.
• Bachelor’s degree in Business, Engineering, or related field or equivalent years of experience.
• Ability to travel up to 30-50% of the time.

Responsibilities

• Sales of technical products and services to defense and federal customers.
• Strategic revenue growth of federal customers.
• Initiating and building relationships with engineering staff, program management, procurement and executive management.
• Setting up sales calls for company executives and engineers with prospective clients and qualify potential leads.
• Possess an understanding of FAR and DFARS procurement processes.
• Work with technical staff and other internal colleagues to meet customer needs.
• Ensure CRM data is accurately entered and managed.
• Ensure all team members represent the company in the best light.
• Ability to propose winning solutions and negotiate contract terms.
• Participate in ongoing training and mentoring programs.
• Understand the company’s goal and purpose to continually enhance performance.

Skills

Federal acquisition

Sales experience

Presentations

CRM (Salesforce)

Negotiation

Communication

Account planning

Travel readiness

Education

Bachelor's degree in Business or Engineering

Tools

Salesforce

Google Suite

Microsoft Office

Zoom/WebEx/GoToMeeting

Job description

Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity.

The Senior Account Executive will be responsible for prospecting, qualifying and generating new business for existing federal and defense customers. This will include developing an understanding of their need for prototype parts through to sustainment needs. You will demonstrate a higher understanding of our value proposition and grow the B2G segment of our business.

This role is ideal for candidates who are achievement-oriented and will think outside-the-box to exceed annual sales goals through strong collaboration with partners and internal stakeholders. The ideal candidate is success-driven, is capable of multi-tasking, can lead a cross-functional team, and enjoys a dynamic and evolving environment. In this role, you will be an integral part of the Xometry sales team, spending your days in constant communication with teammates, internal stakeholders, and customers, all while developing or strengthening a deep understanding of the 50 billion dollar addressable market within the U.S. for custom manufacturing.

How You’ll Contribute

• Sales of technical products and services to defense and federal customers
• Strategic revenue growth of federal customers
• Initiating and building relationships with engineering staff, program management, procurement and executive management
• Setting up sales calls for company executives and engineers with prospective clients and qualify potential leads
• Possess an understanding of the complex federal procurement and contracting processes, including the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Work with technical staff and other internal colleagues to meet customer needs
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
• Ensure all team members represent the company in the best light
• Ability to propose winning solutions and negotiate contract terms
• Participate in ongoing training and mentoring programs
• Understand the company’s goal and purpose to continually enhance the company’s performance.
• Performs all work in compliance with Xometry's quality and safety systems, policies and procedures

What You’ll Bring to Xometry

• 7+ years of experience in federal acquisition, either in government or in industry - Navy or Air Force experience is preferred.
• 2+ years of sales experience in a closing and quota carrying role
• 2+ years of experience selling technical products or services in the manufacturing space
• Knowledge of government contracting and procurement processes
• A demonstrated knowledge of manufacturing or engineering is highly preferred
• Ability to travel up to 30-50% of the time
• High proficiency with in-person and virtual presentations with customers
• Proficiency in programs such Google Suite, Microsoft Office Suite, Zoom/WebEx/GoToMeeting
• CRM experience with Salesforce or similar systems
• Prospecting and sales planning skills
• Excellent communication and presentation skills; written and verbal
• Strong negotiation skills and results driven
• Ability to work well in a fast-paced high growth environment
• Bachelor’s degree required in Business, Engineering, or related field or equivalent years or experience in the field

The estimated base salary range for new hires into this role is $125,000-135,000 annually + commission depending on factors such as job-related skills, relevant experience, and location. We also offer a competitive benefits package, including 401(k) match, medical, dental and vision insurance; life and disability insurance; generous paid time off including vacation, sick leave, floating and fixed holidays, maternity and bonding leave; EAP, other wellbeing resources; and much more.

Xometry is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

For US based roles: Xometry participates in E-Verify and after a job offer is accepted, will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.