Strategic Federal Navy Account Executive

Box; Washington (District of Columbia); On-site; USD 277,000 - 346,000; Full time

Job summary

Box is seeking a field-based Federal DoW Sales professional for the Washington, DC Metro area to drive new Navy business and expand DoW programs. You will build strategic plans, develop customer relationships, and close net-new logos in the federal sector.

Collaborating with solution engineers and capture teams, you will navigate complex DoW procurement processes, manage multi-layer stakeholders, and travel up to 50% to accelerate growth in a fast-paced, AI-driven content management environment.

Qualifications

• 5+ years of work experience in Federal Sales with a track record of success.
• 4+ years of experience building relationships and selling into the US Navy.
• Proven ability to learn new technology and products.
• Deep understanding of DoW procurement processes, budgeting, and acquisition cycles.
• Strong presentation, communication, and negotiation skills.
• Ability to work independently in a fast-paced, mission-focused environment.
• Experience in ECM, Cloud, or SaaS Federal DoW sales.

Responsibilities

• Source and close net new logos within the Federal Government vertical, specifically within the Navy.
• Research and understand customers to gain insight into their challenges and Box value proposition.
• Build and execute strategic account plans for DoW enterprise customers.
• Drive net-new sales and expand existing DoW programs and agencies.
• Partner with system integrators and channel partners to pursue large-scale programs.
• Navigate procurement processes (OTAs, IDIQs, BPA, and sole-source vehicles).
• Serve as a trusted advisor to DoW leaders, program managers, and acquisition officials.
• Collaborate with solutions engineers, capture teams, and proposal staff to win pursuits.
• Travel up to 50% of the time within your territory.

Skills

Federal sales

Navy sales

Relationship building

Negotiation

Presentation

Communication

Strategic account planning

Job description

Box is seeking a field-based Federal DoW Sales professional for the Washington, DC Metro area to drive new Navy business and expand DoW programs. You will build strategic plans, develop customer relationships, and close net-new logos in the federal sector.

Collaborating with solution engineers and capture teams, you will navigate complex DoW procurement processes, manage multi-layer stakeholders, and travel up to 50% to accelerate growth in a fast-paced, AI-driven content management environment.