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Senior Account Executive, Federal Sales
2 months ago
Reality Defender is a pioneering security platform offering comprehensive deepfake detection. A Y Combinator graduate, Comcast NBCUniversal LIFT Labs alumni, and backed by DCVC, Reality Defender's proactive deepfake and AI-generated content detection technology is developed by a leadership team with over 20 years of experience in applied research at the intersection of machine learning, data science, and cybersecurity.
With models defending against present and future fabrication techniques, Reality Defender is the best way to detect and deter fraudulent text, audio, and visual content, partnering with government agencies and enterprise clients to enhance security and detect fraud.
Role and ResponsibilitiesKey Responsibilities:
- 10+ years experience of software sales experience, focusing on strategic account management
- 7+ years of selling into the US Government (Federal focus, State experience nice to have)
- Strong relationships with government agencies, solutions partners, and resellers
- Develop and maintain close, trusted partner relationships with senior military and civilian US Government customers, industry partners, and suppliers.
- Experience in sourcing and owning the response to DoD or Civ RFPs
- Create and execute a government channel sales strategy in a complex ecosystem to drive new business.
- Identify existing contract vehicles and methods for end users to acquire Reality Defender's technology
Key Deliverables:
- Inform product development by translating client needs into engineering requirements, providing clarity to inform priorities, milestones, and new product decisions, and collaborating with the Product team to identify relevant use cases.
- Develop government-focused customer profiles, including identifying target customer needs and establishing relationships with key executives who would be end users as well as primes or system integrators as needed.
- Lead the assessment of competitive offerings within the government.
- Achieve annual sales targets and pipeline growth targets by generating and capturing business opportunities.
Requirements:
- Mission First Mindset and Ownership Mentality, prioritizing the needs of the mission and clients, assuming responsibility, and contributing to a culture of performance.
- 10+ years of documented success selling complex and emerging technology to the US Government.
- Proven ability to write RFPs / RFIs
- Strong relationships with government agencies, solutions partners, and resellers, along with deep knowledge of government contracts and procurement vehicles.
- Knowledge of the nuances of selling in the US Federal Government
- Ability to manage all steps in the sales process including qualification, demos, proposals, securing required contract paperwork, and coordinating with the customer support team to drive ongoing success and adoption.
