Senior Public Sector Account Executive – DoW Security Software

Francisco Partners; Maryland; On-site; USD 130,000 - 190,000; Full time

Job summary

Black Duck Software, Inc. seeks a Lead Account Executive for the Department of War (Army/Navy) to drive revenue in government software sales.

You will report to the VP of Public Sector and collaborate with sales engineers and program managers to craft compelling enterprise agreements and long-term relationships. The role requires a proven track record selling to large DoW accounts, deep experience with complex cycles, and the ability to build business cases that maximize value.

Qualifications

• Minimum 6 years enterprise software sales experience.
• Extensive knowledge of the Department of War.
• Proven track record of exceeding software sales revenue targets.
• Proven ability to manage complex sales cycles.
• Proven track record selling six- or seven-figure deals.
• Proven ability to build and maintain relationships with executive decision makers.
• Excellent critical thinking, analytical and problem-solving skills.
• Excellent communications and presentations skills.

Responsibilities

• Drive top-line sales revenue in the Department of War market.
• Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value.
• Collaborate with team members to foster a strong sense of community and information sharing among Department of War and other Public Sector regions.
• Strong focus on relationship building with executive decision makers.
• Guide prospects through a methodical sales process to facilitate decisions.
• Ensure customer success.
• Represent Black Duck Software at local and/or industry events.
• Maintain accurate Salesforce account and opportunity information.
• Maintain Clari forecasting information.
• Travel as necessary to client locations (approximately 50% of time traveling).

Skills

Enterprise software sales

DoW knowledge

Complex sales cycles

Executive relationships

Critical thinking

Presentations

Tools

Salesforce

Clari

Job description

Black Duck Software, Inc. seeks a Lead Account Executive for the Department of War (Army/Navy) to drive revenue in government software sales.

You will report to the VP of Public Sector and collaborate with sales engineers and program managers to craft compelling enterprise agreements and long-term relationships. The role requires a proven track record selling to large DoW accounts, deep experience with complex cycles, and the ability to build business cases that maximize value.