Account Executive, Federal (DoD)

About the Company

Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.

About the Role

We are seeking a highly motivated and experienced Account Executive to join our Federal Sales team, specializing in the Department of Defense (DoD) sector. In this role, you will be responsible for identifying, developing, and closing new business opportunities with DoD agencies while expanding existing relationships. Your expertise in federal defense procurement processes, military needs, and the defense technology landscape will be key to your success in driving growth. We are a very mission driven company and would love to employ veterans who have stood in the shoes of our customers.

Location

This role is remote in the Washington DC Metro Area, USA.

What You'll Do (Key Responsibilities)

• Sales Strategy & Execution: Develop and implement a comprehensive sales strategy to drive revenue growth within DoD agencies, ensuring alignment with organizational objectives and government requirements.
• Lead Generation & Prospecting: Proactively identify and qualify new sales opportunities through direct outreach, industry events, research, and leveraging existing DoD relationships.
• Relationship Management: Build and maintain strategic relationships with key stakeholders, including decision-makers and influencers within the DoD, military branches, and prime contractors.
• Full Sales Cycle Management: Oversee the entire sales cycle, from initial prospecting to proposal development, contract negotiation, and deal closure, ensuring timely delivery of solutions.
• DoD Procurement & Compliance Expertise: Navigate the DoD procurement process, including RFIs, RFPs, RFQs, and Task Orders, ensuring adherence to compliance standards and government contracting regulations (e.g., FAR, DFARS).
• Solution Selling & Customization: Work closely with internal technical teams to design customized solutions that meet the unique needs of DoD agencies, aligning with mission requirements and compliance standards.
• Collaboration with Internal Teams: Partner with product, marketing, legal, and operations teams to deliver high-quality solutions and address client-specific challenges or needs.
• Forecasting & Reporting: Maintain a detailed and accurate sales pipeline, track sales activities, and provide regular reports on forecasted revenue, opportunities, and overall sales performance.
• Market Intelligence & Trends: Stay up-to-date on trends in the defense sector, including emerging technologies, government initiatives, and shifts in defense spending to better position solutions for the DoD.
• Risk Mitigation: Identify and mitigate potential risks associated with the sales process, ensuring a smooth engagement with DoD agencies and successful deal closure.

Required Qualifications

• Bachelor’s degree in Business, Government, or related field.
• 5+ years of experience in federal sales, with a focus on the Department of Defense (DoD) sector.
• Proven track record of successfully selling solutions to DoD agencies and military branches.
• In-depth knowledge of the federal procurement process, including FAR, DFARS, and other relevant regulations.
• Ability to navigate complex sales cycles and build relationships with key stakeholders across multiple DoD organizations.
• Experience in leveraging partners and existing partner contract vehicles to expedite procurement cycles through the channel.
• Strong presentation, negotiation, and communication skills, with the ability to influence and close at senior levels.
• Experience in managing long sales cycles and delivering on revenue targets.
• Strong understanding of defense technologies and mission-critical solutions, such as cybersecurity, cloud computing, and AI/machine learning.
• Proficiency with CRM tools (e.g., Salesforce) and MS Office suite.
• Ability to obtain and maintain appropriate security clearance if required.

You're a Great Fit if You're

• A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
• A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
• Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
• A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
• Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.

Citizenship Requirements

For select roles, due to the nature of our clientele and the technologies involved, there may be specific nationality or citizenship indicated in the required qualifications section. These roles may involve access to sensitive information that is subject to export control regulations or other legal restrictions. In such cases, employment offers will be contingent upon your ability to comply with these requirements.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request).

Compensation: OTE range is $290,000 - $370,000 , plus equity