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Enterprise Account Executive – Federal

Account ExecutiveSalesFull TimeRemoteTeam 501-1,000Since 1988Company Site LinkedIn

Location

Virginia

Posted

104 days ago

Salary

Not specified

Bachelor Degree3 yrs expEnglish

Job Description

• Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s). • Drive recurring subscription revenue via new customers within a defined territory. • Expand current account revenue via cross-sell / upsell from accounts within defined territory. • Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment. • Prior experience selling to State & Local Gov’t, K12, and Higher Education a plus. • Coordinate onboarding of new customers and expansion sales with assigned CSM(s). • Conduct effective needs assessments across multiple customer groups (technical, business, executive). • Uncover client key business objectives and challenges, delivering actionable recommendations for improvement. • Communicate the features and benefits of our niche software products in a consultative manner. • Perform customized presentations and coordinate product demonstrations with Solutions Consultants. • Maintain an organized database of accounts, opportunities, and activities. • Manage, track, and forecast pipeline opportunities with accuracy. • Develop and maintain ongoing promotion of company capabilities within assigned market segments.

Job Requirements

3–5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales.
Proven track record closing deals in the $50K–$250K ACV range.
Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year).
Experience managing 8–12 active opportunities simultaneously.
Familiarity working with buyer personas such as IT, Operations, and Finance.
References that validate both results and relationship-building capabilities.
Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks.
Ability to clearly articulate deal strategies and value propositions with examples.
Demonstrated consultative selling approach versus transactional/product selling.
Skilled at discovery questioning that uncovers business problems, not just technical requirements.
Ability to map product features to business outcomes and quantify ROI.
Understanding of basic financial concepts (ROI, payback period, TCO).
Experience running 3–6 months sales cycles with multiple customer touchpoints.
Ability to navigate basic procurement processes.
Skilled at coordinating internal resources (SEs, CSMs, executives) effectively.
Demonstrates pipeline hygiene and forecasting accuracy.
Consistent CRM use with detailed opportunity notes.
Familiarity with MSAs, redlines, and basic contract negotiations.
Strong written communication skills for emails, proposals, and presentations.
Comfortable presenting to director-level stakeholders.
Can handle objections professionally and without defensiveness.
Emotional intelligence and ability to read room dynamics effectively.
Professional presence that quickly builds credibility.
Familiarity with workforce management, SaaS, or adjacent industries.
Technical aptitude appropriate for complex software solutions.
Ability to quickly learn and retain product knowledge.
Previous B2B SaaS or intangible solution sales experience preferred.
Growth mindset and openness to feedback.
Curiosity reflected by thoughtful questions about process, product, and customers.
Strong alignment with TCP values and collaborative mindset.
Evidence of teamwork over “lone wolf” approaches.
Realistic and resilient when facing challenges or setbacks.
Prolonged periods sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.
Travel up to 25%.