Senior Account Executive, U.S. Air Force

Decision Lens; Arlington (VA); Hybrid; USD 100,000 - 150,000; Full time

Benefits offered by this job

Great Place to Work certified

Innovative and tech-driven work environment

Job summary

Decision Lens is seeking a Senior Account Executive to drive revenue growth within the U.S. Air Force. This role involves building relationships with key stakeholders, managing complex procurement dynamics, and delivering solutions aligned with Air Force missions. The ideal candidate has over 8 years of enterprise SaaS sales experience, a strong record in closing new business, and excellent negotiation skills. Based in Arlington, VA, this position may involve travel and requires the ability to obtain secret clearance.

Qualifications

• 8+ years of successful enterprise SaaS or technology sales experience, with a focus on federal/DoD.
• Proven track record of closing new business in complex environments.
• Fluency in Air Force and DoD procurement processes.

Responsibilities

• Own pipeline generation and achieve annual revenue targets.
• Lead deal strategy and negotiate procurement and pricing.
• Partner with Solutions Engineering to deliver tailored solutions.

Skills

Enterprise SaaS sales experience

Excellent communication skills

Negotiation skills

Understanding of Air Force funding mechanics

CRM discipline

Education

Bachelor’s degree in business or related field

Tools

HubSpot

Job description

Senior Account Executive, U.S. Air Force

Decision Lens isseekinga highly motivated Senior Account Executive to drive net-new revenue growth and expand our presence within the U.S. Air Force . In this role, you will build relationships with key stakeholders, navigate complex procurement environments, and align Air Force mission needs with Decision Lens solutions through a consultative, value-based sales approach.This role reports directly to the SVP for the territory.

Duties and Responsibilities

Own pipeline generation and achievement of annual revenue targets by building, developing, and closing new opportunities

Lead deal strategy, including competitive positioning, procurementandpricing negotiations

Partnerwith Solutions Engineeringand Customer Experience todeliver tailored, mission-aligned solutions

Build andleveragerelationships with internal teams and external partners to accelerate growth

Articulate Decision Lens’ value through mission impact, ROI, and outcome-drivenresultsto Air Force leadership (General Officers, SES, and senior civilians)and other key decision makers and influencers

Develop and execute a strategic territory plan focused on Air Force ’s mission and priorities

Accurately forecast sales activity and revenue in CRM systems (e.g.,HubSpot)

Represent Decision Lens at Air Force and defense industry events, conferences, and engagements

Stay informed on Air Force mission,priorities, modernization efforts, and federal market dynamics

This is a true “hunter” role, focused exclusively on generating and closing net-new business within the Air Force .

Job Qualifications

Bachelor’s degree in business or related field.

8+ years of successful enterprise SaaS or technology sales experience, with a focus on federal/DoW ( Air Force preferred)

Proventrack recordof closing new business in complex, multi-stakeholder environmentswith consistent overachievement of revenue targets

Fluency in Air Force and DoW funding mechanics, contracting vehicles, and procurement timelines

Excellent communication, negotiation, and executive presentation skills

Ability to work independently while effectively collaborating across teams in a fast-paced, dynamic environment

Ability to obtain andmaintainsecretclearance required

CRM discipline (HubSpot or similar)

Travel as required

Location: Washington D.C.area preferred. Decision Lens is headquartered in Arlington, VA.

Company Overview

Decision Lens develops integrated planning software which modernizes how government prioritizes, plans, and funds. We have been transforming public sector planning since 2005, delivering the people, process and technology which empower agencies to effectively meet the needs of today while delivering the cutting-edge capabilities of tomorrow.Decision Lens is an innovative, tech-driven high growth company, ranked number one Best SaaS for Business Intelligence or Analytics by SaaS Awards and a certified “Great Place to Work” by the Great Place to Work Institute. Our client list includes the US Department of Defense including Navy, Army, Air Force and numerous other agencies: USDA, GSA, FAA, and USDOT.

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.