Strategic Account Executive — Remote SaaS Growth (Defense)

Exterro; Northern (KY); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Health insurance

Retirement plans

Flexible paid time off

Job summary

Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War. You will bridge warfighter mission requirements with Exterro’s eDiscovery, Digital Forensics, and Data Governance solutions, engaging operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts.

Candidates should have 7+ years in DoW acquisition or operations, deep knowledge of SaaS and cloud-based software, and a proven

Qualifications

• Experience: 7+ years in DoW acquisition requirements or operations.
• Expertise: Deep knowledge of SaaS, cloud-based software, and subscription models.
• Contracting Knowledge: Move opportunities to funded contracts, including non-traditional pathways (Defensewerx, small business, paid pilots).
• Skills: Exceptional interpersonal, negotiation, and communication skills.
• Drive: Metrics-driven environment with KPIs and quotas.
• Education: Bachelor’s degree in business or related field.

Responsibilities

• Pipeline Management: identify, qualify, and nurture a robust pipeline; maintain hygiene, win strategies, and bid/no-bid recommendations.
• Strategic Discovery: conduct deep discovery to surface business outcomes and align insights with MEDDPICC or similar methodologies.
• Value Proposition: craft compelling business cases that demonstrate ROI and differentiate Exterro.
• Complex Sales: manage multi-million-dollar sales cycles and negotiations.
• Forecasting: provide accurate forecasting based on Command of the Sale insights.
• Leadership: mentor peers and refine strategies based on performance data.
• Relationship Building: act as trusted advisor to key decision-makers within DoW accounts.
• Consultative Sales: map SaaS capabilities to business challenges.
• Cross-Functional Collaboration: work with marketing, product, and CS teams for onboarding.
• Market Intelligence: monitor trends and competitor activity to inform strategies.
• Customer Success & Retention: drive retention and expansion.

Skills

SaaS sales experience

Negotiation & communication

Relationship building

Forecasting & pipeline

Education

Bachelor’s degree in business or related field

Job description

Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War. You will bridge warfighter mission requirements with Exterro’s eDiscovery, Digital Forensics, and Data Governance solutions, engaging operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts.

Candidates should have 7+ years in DoW acquisition or operations, deep knowledge of SaaS and cloud-based software, and a proven