Strategic Account Manager (Federal/A&D SaaS)

Aravo Solutions; Alexandria (VA); Hybride; USD 150 000 - 300 000; Plein temps

Avantages offerts par ce poste

Health insurance

401K with company matching

Equity participation

Paid 4 weeks vacation

Maternity/Paternity leave

Life and AD&D Insurance

Long-Term Disability Insurance

Fully stocked kitchens

Charitable day of giving

Résumé du poste

Aravo Solutions is seeking a Strategic Account Manager to expand and manage a portfolio of Global 2000 customers, with a strong emphasis on Federal and Aerospace & Defense sectors. You will drive expansion revenue, retention, and long-term value by aligning Aravo's AI-powered TPRM solutions with customer priorities and regulatory needs.

You will build trusted executive relationships, navigate procurement and security requirements, and lead multi-stakeholder deals across government and defense

Qualifications

• 10+ years in enterprise SaaS sales or account management.
• 5+ years selling to or managing Federal Government and/or Aerospace & Defense sectors.
• Proven success managing large, complex enterprise accounts.
• Experience engaging with executive/C-level stakeholders and procurement teams.

Responsabilités

• Own commercial responsibility for a portfolio of Global 2000 accounts with Fed/A&D focus.
• Drive expansion revenue through upsell, cross-sell, and higher adoption.
• Develop and execute strategic account plans aligned to Fed/A&D requirements.
• Build and maintain executive-level relationships across government, defense, aerospace, and regulated orgs.
• Expand relationships across departments, business units, and geographies.
• Navigate Federal and A&D procurement, contracting, compliance, and security environments.
• Partner with Customer Success, Product, and Services teams.
• Lead complex deal cycles including pricing, renewals, and negotiations.
• Deliver executive presentations and business reviews.
• Track account performance, pipeline, and forecasts.
• Stay current on Fed/A&D trends and requirements.

Connaissances

Enterprise SaaS sales

Account management

Executive relationships

Federal contracting knowledge

Formation

Bachelor's degree or equivalent experience

Description du poste

Location: Hybrid- Employees may be required to work out of the nearest office location for quarterly meetings 1-4 times annually. Travel Requirements: Ability to travel up to 25% or more as needed

Aravo Solutions, Inc., provides leading third-party risk management (TPRM), ESG, and vendor lifecycle management solutions powered by intelligent automation software and designed to meet the needs of TPRM teams at Global 2000 enterprises.

At Aravo, we believe that in an increasingly interconnected world, managing risk is a critical pillar of global resilience. Traditional, manual approaches to TPRM can no longer keep pace with today's scale and speed of disruption. That's why we have pioneered an Intelligence-First™ approach.

Trusted by millions of third-party users in 195+ countries, Aravo provides guidance for the most complex third-party networks in the world, helping them mitigate risk, build business resilience, and protect their reputations. We are fundamentally redesigning how organizations see, understand, and act on risk by embedding AI directly into the core of their workflows.

Joining Aravo means working at the forefront of AI in TPRM and collaborating with a team that views AI as a partner, not a replacement. You will have the opportunity to work alongside industry experts, leverage the latest technologies, and contribute to shaping the future of third-party risk management!

Position Overview

We are seeking a Strategic Account Manager to join our dynamic team. The ideal candidate will own and grow relationships with a portfolio of large, complex Global 2000 customers, with a particular focus on Federal and Aerospace & Defense (Fed/A&D) organizations. This senior role focuses on expansion revenue, retention, and long-term customer value within Aravo's existing customer base. They will have exceptional communication and problem-solving skills, with the ability to thrive in a fast-paced, collaborative environment.

The Strategic Account Manager will go wide and deep across customer organizations—building trusted relationships with executive stakeholders, understanding customer business priorities, and aligning Aravo's solutions to drive measurable outcomes. The ideal candidate will have a strong understanding of the Federal and A&D ecosystem, including the unique procurement, compliance, security, and contracting considerations associated with these customers.

Key Responsibilities

• Own commercial responsibility for a portfolio of strategic Global 2000 customer accounts, with a focus on Federal and Aerospace & Defense organizations
• Drive expansion revenue through upsell, cross-sell, and increased adoption
• Develop and execute strategic account plans aligned to customer business priorities and Fed/A&D requirements
• Build and maintain executive-level customer relationships across government, defense, aerospace, and highly regulated organizations
• Expand relationships across departments, business units, and geographies
• Navigate complex Federal and A&D procurement, contracting, compliance, and security environments
• Partner with Customer Success, Product, and Services teams
• Lead complex deal cycles including pricing, renewals, and negotiations
• Deliver executive presentations and business reviews
• Track account performance, pipeline, and forecasts
• Stay current on industry trends, competitive landscape, and evolving Federal/A&D requirements

Requirements

Qualifications:

• 10+ years of enterprise SaaS sales or account management experience
• 5+ years of experience selling to or managing accounts within the Federal Government and/or Aerospace & Defense sectors
• Proven success managing large, complex enterprise accounts, preferably within highly regulated or mission-critical environments
• Strong track record of expansion and retention
• Experience selling to executive and C-level stakeholders, including senior leaders within Federal agencies, defense contractors, aerospace organizations, or other regulated enterprises
• Demonstrated understanding of the Federal and A&D buying ecosystem, including government procurement processes, contracting vehicles, compliance requirements, and security considerations
• Experience navigating long, complex sales cycles involving multiple stakeholders, procurement teams, legal, security, and other functional groups
• Experience working with Federal agencies, DoD organizations, the Intelligence Community, or large A&D primes and/or contractors is strongly preferred
• Bachelor's degree or equivalent experience

Preferred Qualifications/Skills/Soft Skills:

• Strategic, customer-focused mindset
• Executive presence and influencing skills
• Strong relationship management abilities
• Excellent communication and presentation skills
• Data-driven and highly organized
• CRM and productivity tool proficiency

Why Join Us:

At Aravo Solutions, Inc., we offer a dynamic and inclusive work environment where employees are encouraged to innovate, grow, and make a meaningful impact. We provide competitive compensation and benefits packages, opportunities for professional development, and the chance to work alongside industry experts on cutting-edge projects.

Benefits

Compensation

• Base Salary: $150,000 per year
• On-Target Earnings (OTE): $300,000 per year (comprising a $150,000 base salary and $150,000 in performance-based commission at 100% quota attainment)
• How We Determine Pay: The base salary for this position is fixed at $150,000. Commission payouts are governed by our standard sales incentive plan and scale based on individual performance and revenue generation

Benefits

• 100% Employer Paid Medical Insurance options for the Employee and Family
• Paid Maternity and Paternity Leave
• Life and AD&D Insurance
• Long-Term Disability Insurance
• 401K with Company Matching
• Equity Participation
• 4 Weeks of Vacation
• Fully Stocked Kitchens
• Company-Sponsored Charitable Day of Giving Events

As a SaaS company, we're all about smart technology and forward-thinking innovation. But when it comes to building our team, we're firm believers that people should evaluate people.

That's why we've intentionally turned off the AI-driven screening and scoring features in our Applicant Tracking System (ATS). When you apply to Aravo, your application isn't filtered out by an invisible algorithm—it’s reviewed by a real recruiter working hand-in-hand with our hiring managers. We've also established and enforced a companywide policy governing the appropriate use of AI, including how it can enhance the hiring process for managers without relying on an invisible, unknown entity to make decisions.

If you're taking the time to learn about us and put your best foot forward, we're committed to matching that effort with ours. Technology might power our platforms, but when it comes to recognizing potential, real people will always remain at the heart of our hiring decisions.

Aravo Solutions Inc. is registered as an employer in many, but not all, states. If an applicant is not in or able to work from a state where Aravo Solutions Inc. is registered, they may not be eligible for employment. The eligible states include: FL, GA, MA, MO, NC, NH, NV, OR, PA, SC, TN, TX and UT.