Enterprise Account Executive, Federal Government

Exterro is seeking a motivated and results-driven Enterprise Account Executive focusing on Federal Government to join our dynamic SaaS sales team. In this role, you will be responsible for driving revenue growth by identifying new business opportunities within federal government agencies, managing the full sales cycle, and maintaining strong relationships with clients and prospects. The Account Executive will be responsible for selling the suite of data risk management solutions that Exterro offers and working with partners, resellers and system integrators. The ideal candidate will have a proven track record in SaaS sales, excellent communication skills, and the ability to thrive in a fast-paced, innovative environment. 

Roles and Responsibilities:

Sales Development

• Identify and qualify potential clients through market research, prospecting, and outreach.
• Develop effective relationships with partners and integrators to develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms.
• Create and deliver compelling sales presentations tailored to client needs.
• Leverage a sales methodology to articulate a clear value proposition tied to strategic goals.
• Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives.
• Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria.
• Crafts and delivers compelling business cases linked to ROI and business transformation. Clearly differentiates the Exterro solution from competitors.
• Manage complex sales cycles with multiple stakeholders.
• Accurately forecast based on Command of the Sale insights.
• Navigates complex negotiations with multiple stakeholders and secures alignment on key terms.
• Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights.

Account Management

• Manage the entire sales cycle, from initial contact to closing deals.
• Build trusted advisor relationships with senior leaders, key decision-makers and stakeholders within existing and prospective accounts.
• Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs.

Collaboration & Strategy

• Work closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients.
• Stay up to date on product offerings, market trends, and competitor insights to inform sales strategies.
• Meet or exceed sales targets, contributing to overall team goals and revenue growth.

Customer Success & Retention

• Act as a primary point of contact for clients post-sale to ensure satisfaction and identify upselling or cross-selling opportunities.
• Monitor client health and proactively address potential churn risks by delivering exceptional customer experiences.
• Lead executive briefings and workshops to drive alignment on business challenges.

Qualifications

• 5+ years of proven experience as an Account Executive in the Federal Government space or similar role in SaaS or technology sales.
• Strong knowledge of SaaS solutions, cloud-based software, and subscription business models.
• Full understanding of the public sector’s acquisition process, including work with reseller & distribution partners
• Exceptional interpersonal, negotiation, and communication skills.
• Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.
• Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.
• Bachelor’s degree in business, marketing, or a related field (preferred).
• Role is based in the DC Metro area (Virginia, DC, Maryland)
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.

Key Performance Indicators (KPIs)

• New revenue generation and client acquisition.

• Sales conversion rates and deal close timelines.

• Customer satisfaction and Net Retention Rates (NRR)

• Expansion revenue through upselling and cross-selling initiatives.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping agencies safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $125,000-$175,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.