Principal Account Executive
$200k - $300k USD
About Bluestaq
At Bluestaq, we build secure data platforms that matter for space missions, national defense, healthcare systems, and commercial innovation. Founded in 2018, we've become a leader in enterprise software and secure data management by staying focused on what counts: modern architecture, operational excellence, and mission impact.
We're engineers, problem-solvers, and builders who take the mission seriously, but not ourselves. We automate the repeatable, question the status quo, and design systems that are as reliable as they are scalable. Whether we're supporting space, defense systems, or healthcare advancements, we build with the same principles: cloud-native solutions, security by design, and relentless simplicity.
Our name? "Blue" (military shorthand for the good guys) and "staq" (as in software stack). It's who we are, mission-aligned technologists building platforms that protect the world’s most valuable data.
Recognized Excellence We've earned national recognition as one of Inc. Magazine's Fastest-Growing Private Companies and consistently rank among Colorado's Best Workplaces. But what we're most proud of? The systems we build, the teams we develop, and the mission outcomes we enable.
Principal Account Executive
Remote – Limited to candidates residing in Colorado, Virginia, Washington, D.C., or Maryland.
Bluestaq is seeking a Principal Account Executive to own and grow our strategic relationships with key customers worldwide, with a primary focus on high-impact accounts such as NATO. This high-impact role combines deep account ownership, opportunity shaping and expansion (including influencing requirements and securing new scopes/renewals), with hands-on oversight of program delivery and implementation of enterprise software solutions (including any UDL or custom capability components).
You will serve as the primary trusted advisor to senior stakeholders, driving revenue growth, customer satisfaction, and mission success through long-term strategic engagement. The role requires blending commercial enterprise account management expertise with an understanding of complex environments, particularly NATO's unique international defense ecosystem, procurement processes, and operational needs, while adaptable to other government, defense, and enterprise customers.
This US-based position requires approximately 50% travel (primarily to Europe for NATO-focused engagements, with some flexibility for other regions). The role involves building key relationships, supporting on-site delivery, and collaborating closely with our UK subsidiary to drive coordinated pursuits, ensure local compliance, leverage regional resources, and deliver seamless execution across international accounts.
How We Work
These technical and operational tenets guide how we engage and deliver for our customers:
- Customer-Centric First – Prioritize mission outcomes and value realization for each customer; default to collaborative, consultative approaches over transactional sales
- Automate and Streamline Everything – Leverage tools, CRM, and workflows to enable efficient opportunity tracking, program delivery, and reporting from day one
- Strategy Before Execution – Document account plans, evaluate competitive landscapes, and align internally before advancing pursuits or deliveries
- Operational Excellence Through Simplicity – Build and manage programs that are straightforward to execute, monitor, and scale with minimal friction
- Secure and Compliant by Design – Embed security standards, data sovereignty, and compliance (tailored to customer requirements, including NATO/NSIP rules and classified handling) into every interaction and solution
- Learn Fast, Iterate Faster – Gather rapid customer feedback, prototype concepts or expansions, and adapt quickly to evolving requirements
- Challenge Legacy, Champion Innovation – Question traditional approaches while staying grounded in delivering measurable value to customers
Key Responsibilities:
- Own the full lifecycle of assigned strategic accounts: from relationship building and opportunity identification/expansion through contract execution, program delivery oversight, and ongoing adoption/sustainment.
- Develop and execute comprehensive account plans to maximize revenue potential, including upsell, cross-sell, renewals, and new capability introductions across customer portfolios.
- Build and maintain executive-level relationships with key stakeholders (e.g., for NATO: HQ in Brussels, NCIA in Mons, Allied Commands, national delegations; adaptable to other customers).
- This role requires approximately 50% travel (primarily to Europe for NATO-focused customer engagements), including customer meetings, opportunity shaping sessions, program reviews, key industry events (e.g., NATO summits, defense expos), and on-site delivery support. Flexibility exists for occasional travel to other global locations as business needs arise.
- Partner closely with our UK subsidiary on joint opportunity development, local market access, compliance navigation, resource allocation, delivery coordination, and leveraging UK-based capabilities to support international programs.
- Shape and influence requirements for expansions or new programs; prepare technical/commercial proposals, demos, proofs-of-concept, and value propositions tailored to customer needs.
- Oversee end-to-end program delivery post-agreement: coordinate cross-functional teams (engineering, implementation, support), manage scope, timelines, budgets, risks, and escalations; ensure successful implementation, adoption, and value realization of software solutions.
- Act as the primary escalation point and single point of accountability for assigned customers; drive satisfaction, resolve issues, and identify growth opportunities.
- Navigate customer-specific procurement processes, funding mechanisms, security requirements, and export controls while ensuring full compliance.
- Represent Bluestaq in industry events, working groups, conferences, and bilateral engagements.
- Track account health, forecast revenue, report KPIs, and contribute lessons learned to refine future approaches.
- Mentor team members on strategic account management and domain-specific best practices.
Required Qualifications:
- 8+ years of professional experience in enterprise software sales, account management, customer success, or related roles, ideally with exposure to complex B2B/government/enterprise environments.
- Proven track record owning and growing strategic accounts, including revenue expansion, relationship management, and delivery oversight in software/cloud/SaaS contexts.
- Willingness and ability to travel approximately 50% or more, primarily across Europe for NATO engagements (including customer meetings, opportunity shaping sessions, program reviews, industry events, and on-site delivery support). This includes flexibility for irregular schedules, short-notice trips, and extended presence at customer locations as business needs dictate.
- Experience collaborating in matrixed, multinational organizations, including partnering with international subsidiaries (e.g., UK-based teams for regional support).
- Strong understanding of enterprise software solutions, implementation best practices, and customer value realization.
- Excellent communication, negotiation, and stakeholder management skills; ability to engage senior leaders (military/civilian/government/executive).
- Valid US passport and eligibility for necessary travel authorizations/visas in the EU/Schengen area and other relevant regions.
- Active or eligible security clearance (or ability to obtain NATO-level or equivalent clearance).
- US-based residency.
Preferred Qualifications:
- Prior experience selling into or managing NATO, EU defense, US DoD/Federal, or similar international/government accounts.
- Familiarity with NATO structures (NCIA, HQ, Commands), procurement (tenders, NSIP), and defense software domains (e.g., C4ISR, cloud, cybersecurity); adaptable to other regulated environments.
- Technical aptitude in cloud-native solutions, SaaS platforms, or program delivery tools.
- Certifications such as PMP, CSM, or relevant sales/account management credentials.
Required Experience: 8+ years in enterprise account management, strategic sales, or program/client delivery roles
Required Education: Bachelor’s degree in Business, International Relations, Computer Science, Engineering, or a related field (or equivalent practical experience)
Salary Range (CO)
$200,000—$300,000 USD
Clearance Requirement: This position may require the ability to obtain a TS/SCI Clearance. To be eligible for a security clearance, U.S. citizenship is required, and an employee must agree to participate in a background screen and credit check. Eligibility for a TS/SCI Clearance will be assessed as part of the onboarding process or based on programmatic needs.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Must be able to access and navigate each department at the organization's facilities.
Relocation: This position does not offer relocation. Candidates must live in the immediate area or relocate at their own expense.
Bluestaq is an Equal Opportunity Employer. We prohibit unlawful discrimination against applicants or employees on the basis age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation, or any other status protected by state or local law.
Bluestaq will make reasonable accommodations for qualified individuals with known disabilities and employees whose work requirements interfere with a religious belief unless doing so would result in an undue hardship to Bluestaq or a direct threat. Employees needing such accommodation are instructed to contact Human Resources immediately at contact.us@bluestaq.com.
Date the Position Closes: Applications will be accepted for 60 days beyond the posting date, or until the position is filled, whichever comes first.