Account Executive Federal Civilian

3 days ago

Washington, Washington, D.C., United States Primer Full time
Job Title: Account Executive Federal Civilian

At Primer, we're building a world-class sales culture for individuals who are self-motivated, customer-focused, creative, and passionate about AI and ML. We're seeking an experienced Account Executive to join our team and contribute to high-visibility, high-impact projects in a fast-growing segment of our business.

Job Summary:

We're looking for a seasoned sales professional to identify and expand on assigned territory, meet and exceed sales goals through prospecting, qualifying, managing, and closing sales opportunities. The ideal candidate will have a strong understanding of Public Sector procurement frameworks and mechanisms, as well as expertise within the Federal Civilian/DHS markets.

Key Responsibilities:
  • Identify and expand on assigned territory, meet and exceed sales goals through prospecting, qualifying, managing, and closing sales opportunities
  • Deliver presentations and demonstrations highlighting the advantages, features, and functions of Primer's platform technologies
  • Oversee the entire sales cycle while collaborating closely with cross-functional teams, including sales engineering, professional services, marketing, and legal
  • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive Primer's solution
  • Execute ongoing account management working with current customers to drive consumption and expansion of business
  • Drive solution-based selling, manage a complex sales process, and possess excellent presentation, listening, organization, and contact management skills
  • Navigate sales methodologies and process, e.g., Territory and Account planning, MEDDPICC, Challenger Sales, and Command of the Message
Requirements:
  • Excellent executive-level verbal and written communication, presentation, and relationship management skills
  • 5+ years of field sales experience in the SaaS space, with experience within data management, analytics, business intelligence preferred
  • A track record of success in selling software platform subscriptions into net new complex accounts, demonstrated by overachievement of quota ($1M+ of ARR) and strong customer references
  • Understanding of Public Sector procurement frameworks and mechanisms
  • Expertise within the Federal Civilian/DHS markets specifically
  • Proven ability and comfort in negotiating and closing legal agreements with customers and supporting new customers through our on-boarding process
  • Strong ecosystem of partners and channels to help expand Primer's market
  • Proven history of quota over-achievement when selling complex software and services to Enterprise accounts
  • Ability to travel to client sites on a global basis as needed
What We Offer:

We are a series D funded company with investors from Addition, USIT, Lux Capital, Amplify Partners, Addition Capital, Bloomberg Beta, and others. We are intentional around building a diverse and inclusive team of subject matter experts to better advocate for the needs of our users. We care a lot about our work and about the well-being of our team. We encourage everyone to work at a sustainable pace and have a flexible vacation policy for team members to utilize, Wellness Days, and 100% paid leave for parents of growing families.

We offer competitive compensation and comprehensive benefits, including full medical, dental, and vision coverage, fertility benefits through Carrot, mental health coverage on demand with Headspace Care+, Gympass+ Membership via Wellhub, One Medical Membership, 401(k), remote work stipends, and monthly internet allowance.

Primer is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

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