Senior Account Executive - Federal

Iron Mountain; Herndon (VA); Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Competitive compensation

Flexible work options

Health, wellness & retirement plans

Continuous learning & growth

Job summary

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

You will drive digital transformation and IT modernization across key defense portfolios, leveraging federal domain knowledge to help defense leaders modernize legacy systems and deploy secure, data-driven capabilities.

Qualifications

• 7+ years of direct federal government sales in DoD/DoW.
• Experience managing large-scale opportunities (> $50M).
• Strong executive-level communication and negotiation skills.

Responsibilities

• Drive Account Strategy & Pipeline Growth across DoD portfolios and Space Force to build high-value pipelines.
• Lead Consultative Sales Pursuits to convert opportunities into digital transformation solutions.
• Manage End-to-End Deal Execution from discovery to contract negotiation with internal teams.
• Shape Proposal Strategy for RFIs and RFPs to maximize win probability.
• Collaborate Cross-Functionally with Solution Architects, Capture Managers, and channels while tracking opportunities in Salesforce.

Skills

DoD/DoW sales

Large-scaleIT deals

Consultative selling

Executive communication

Tools

Salesforce

Job description

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.

Ready to help modernize defense capabilities and advance critical federal missions?