Account Executive - Dept. of Defense Sector

Salary

Fearless offers a competitive compensation package for Account Executives that includes an equitable base salary and a robust commission program. Total earnings for this role are expected to range from $180,000 to $380,000 on target earnings, with the potential to exceed based on sales performance after ramp-up. Base pay ranges are included below:

• AL, FL, GA, TN Residents:  $100,817 (min) - $131,062 (mid) - $161,307 (max)
• NC Residents: $103,935 (min) - $135,115 (mid) - $166,296 (max)
• DE, MD, PA, TX, VA Residents: $109,132 (min) - $141,871 (mid) - $174,610 (max)
• DC Residents: $122,643 (min) - $159,436 (mid) - $196,229 (max)
• CA & NY Residents:  $126,800 (min) - $164,841 (mid) - $202,881 (max)

Location

• In-person, hybrid, and remote options are available. Our office is located in Baltimore

Employment Type

Full-Time

What you’ll be doing

The purpose of this role is to identify, pursue, and secure government contracts for our services. This role requires a deep understanding of government procurement processes, excellent communication and negotiation skills, and the ability to build and maintain strong relationships with government agencies and key stakeholders. The Account Executive will play a crucial role in driving revenue growth and expanding our presence in the government contracting sector for assigned accounts.

Responsibilities and Contributions

Organizational and Leadership Role 

• Consistently predict quarterly sales and achieve sales quotas.
• Develop and execute account penetration plans for assigned accounts
• Find, qualify, develop and shape opportunities to ensure high probability of winning contracts
• Lead the preparation and submission of proposals, bids, and quotations in response to government solicitations and requests for proposals (RFPs).
• Collaborate with internal teams, including delivery (engineering, product, design, etc.) and finance to develop tailored solutions and proposals for government clients.
• Provide regular updates and reports on sales pipeline, revenue forecasts, and competitive intelligence to management.
• Maintains a strategic, birds-eye view into all Business Development Pipelines and leverages that knowledge to make recommendations on process improvements that support Fearless' continued growth
• Strengthens strategic relationships with peers, leaders, customers, users, and stakeholders, interfacing directly with cross functional stakeholders as a technical SME. 
  

Functional Role 

• Develop and execute a strategic sales plan to penetrate government markets and achieve sales targets.
• Identify key IT and business program and project managers, procurement officers, and other key decision-makers and influencers within target customer accounts, find ways to contact them, initiate contact with them, and then cultivate and maintain relationships with them.
• Identify and prioritize government contracting opportunities that align with the company's offerings and capabilities.
• Utilize sales and communications skills to leverage relationships with target customer key decision makers and influencers to determine agency and customer technical and business needs, and align those needs to company capabilities and offerings.
• Present the company’s capabilities as required to persuade customer decision makers and influencers that Fearless has unique offerings and market differentiators with respect to their needs.
• Prepare and deliver draft performance work statements, statements of work, selection criteria and other acquisition package input to customers to help influence acquisition strategies and requests for quote/proposal.
• Negotiate contract terms and conditions, pricing, and delivery schedules with government clients to ensure mutually beneficial agreements.
• Represent the company at industry events, conferences, and trade shows to promote our brand and foster relationships with government stakeholders.
• Conduct thorough market research and competitive analysis to identify trends, opportunities, and potential threats in the government contracting landscape.
• Stay abreast of regulatory changes, policy developments, and procurement trends affecting government contracting.

Essential Skills and Experience 

Must-Have Skills

• Proven track record of success in sales, business development, or account management within the government contracting sector.
• Minimum of 10 years of account executive experience within the Department of Defense sector.
• Experience identifying and capturing contracts with a total contract value between $20 to 50 million dollars.
• Must be able obtain a public trust clearance.
• Excellent communication skills, both written and verbal, with the ability to articulate complex solutions and effectively persuade and negotiate with government clients.
• Demonstrated track record and ability to organize, and execute significant capture activities, including building industry teams, assessing win probability, and shaping acquisitions to win business with new and existing customers.
• Demonstrated analytical and problem-solving and planning skills, with attention to detail and accuracy.
• Proficiency and discipline using and creating accountability with team members and partners using CRM software (e.g., Hubspot or Salesforce).
• Ability to establish and maintain solid working relationships and effective communication with technical team members, managers, and peers
• Demonstrated skills in communicating technical information to both non-technical and technical customers, as well as in communicating how core technologies translate into customers’ critical capabilities
• Proven abilities to work collaboratively and think strategically, supported by a team-focused mentality.
• Willingness to travel as needed.
• The holder of this position must be willing to take and pass random drug tests.

Highly Desired Skills and Experience

• Demonstrated federal BD community experience.
• In-depth knowledge of government procurement processes, including Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Strong understanding of government contract vehicles, such as GSA Schedules, IDIQs, and BPAs.
• Security clearance or eligibility to obtain one may be required
• Experience working with clients in the Departments of State, Treasury, Commerce, and/or Health and Human Services (HHS)