Account Executive, SLED
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 looking for a motivated and experienced Account Executive to join our Federal Sales team, focusing on the Civilian Government sector. In this role, you will be responsible for driving new business and expanding existing accounts within the state and local agencies. You will leverage your deep understanding of the federal government’s needs, procurement processes, and decision-making structures to build relationships, identify opportunities, and close deals.
Location. This role is remote in the continental United States.
What You'll Do (Key Responsibilities)
- Sales Strategy & Execution: Develop and execute a sales strategy focused on winning new business within federal civilian agencies and growing existing accounts.
- Prospecting & Lead Generation: Identify and cultivate new leads through research, networking, and relationship-building, ensuring a consistent sales pipeline.
- Relationship Building: Establish and maintain relationships with key stakeholders within federal civilian agencies, contractors, and other relevant entities to expand opportunities and drive sales.
- Opportunity Management: Manage the full sales cycle from identifying opportunities, creating proposals, negotiating contracts, to closing deals, ensuring timely and accurate sales forecasts.
- Contracting Knowledge: Understand the federal procurement process, including GSA schedules, RFQs, RFPs, and other government contracting vehicles, to help guide customers through the buying process.
- Solution Selling: Work closely with technical and product teams to craft tailored solutions for federal agencies, ensuring they meet customer needs while aligning with company offerings.
- Collaboration with Internal Teams: Collaborate with other departments, including Marketing, Customer Success, and Product Development, to deliver high-quality solutions and drive customer success.
- Maintain Sales Metrics & Reporting: Regularly update CRM systems to track sales activities, maintain accurate records, and report on pipeline, opportunities, and sales performance.
- Market Intelligence: Stay updated on federal government trends, regulations, and competitive landscape, using this information to inform sales strategies and anticipate customer needs.
- Up to 50% travel
Required Qualifications
- Bachelor’s degree in Business, Government, or related field.
- 5+ years of experience in sales, with a focus on the federal government market (Civilian agencies).
- Proven track record of selling solutions to federal government agencies, specifically in civilian sectors.
- Strong understanding of the federal procurement process, government contracting vehicles (e.g., GSA schedules, BPAs, task orders), and compliance requirements.
- Excellent communication, presentation, and negotiation skills.
- Ability to navigate complex sales cycles and multiple stakeholders to close deals.
- Self-starter with strong organizational and time management skills.
- Proficient in CRM tools (e.g., Salesforce) and MS Office suite.
- Strong relationship-building skills with federal decision-makers and key stakeholders.
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 on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request).
Benefits
- Medical, dental, and vision (subsidized cost)
- Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
- Retirement plan options, including 401(k) and Roth 401(k)
- Unlimited paid time off (PTO)
- 15 paid company holidays per year
#LI-HP1
#LI-Remote
Compensation
$220,000—$300,000 USD
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.
Unsolicited Resumes and Candidates
Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.