Account Executive, US Federal Government

Description

AEM (Advanced Environmental Monitoring) is the global leader in innovative mission critical weather, wildfire and water monitoring and intelligence solutions. We aim to be the world’s essential source for environmental insights – enabling decisive action and positive outcomes for our customers and their constituents. Our family of innovators offers world-class hydrometeorological technologies and services, including sensors, dataloggers, telemetry, and advanced analytics and software. Our technology and services empower the communities and organizations to survive – and thrive – in the face of escalating environmental risks.

AEM is looking for a disciplined, commercially driven hunter to drive growth in our US Federal business. The Account Executive on the US Federal Government team will develop new business across NOAA and other civilian agencies, national laboratories, and Department of War installations and commands – both directly and through federal prime contractors and subcontractors – while maintaining an established book of recurring federal data and software contracts. This position will own and be accountable for the full sales process – from generating and qualifying opportunities, to RFI, sources-sought and RFP responses, to contract closing. They will bring in Sales Engineering, our lightning and meteorology scientists, Field Services, Customer Success and leadership to capture and deliver programs as a team.

A successful candidate is a self-starting, quota-driven hunter who builds pipeline consistently and knows how to turn federal relationships into signed contracts: prospecting at industry events and through professional networks, qualifying hard, mapping funding and procurement paths, working with prime contractors and partners, and closing. They use a planned, consultative methodology to deeply understand each agency’s mission and long-term strategy and translate those needs into business solutions. The ideal candidate will be able to conduct virtual, telephonic, and in-person meetings in a fast-paced environment and deliver results.

Job Responsibilities:

• Proactively hunt for and develop new federal business, generating and qualifying opportunities across NOAA/NWS and other civilian agencies, national laboratories, and Department of War installations, commands, and units
• Build relationships at all levels of NOAA – from program offices to senior leadership – and with key partners; cultivate new opportunities and bring in the AEM team to capture them
• Develop indirect channels with federal prime contractors, subcontractors, systems integrators, and teaming partners that hold existing contract vehicles, positioning AEM solutions within their programs and pursuits
• Represent AEM at key industry conferences and events and return with qualified leads; build and maintain relationships with program managers, operational end users, technical leads, contracting officers, and senior decision makers through professional networks and social channels
• Manage, renew, and grow recurring federal data and software programs, including contracts delivered through prime contractors and data partners
• Upsell and expand existing accounts with additional data feeds, sensors, software layers, and higher value services
• Lead commercial negotiations on renewals and recompetes in partnership with executive leadership
• Map, navigate, and understand each opportunity’s decision makers, funding source (O&M, program, research), contract vehicle, and acquisition timeline
• Respond to RFIs, sources-sought notices, and RFPs, and develop white papers and pilot proposals with Sales Engineering and partners
• Convert pilot and research engagements into paid, operational contracts
• Serve as the customer’s single accountable point of contact, coordinating delivery, data quality, support, and invoicing issues with internal teams through to resolution
• Maintain accurate Salesforce records – stage, next step, close date, and forecast category on every opportunity
• Provide timely and accurate sales forecasts, pipeline reviews, and reports to management
• Build account plans for top accounts and mutual close plans for major deals
• Support advocacy activities aligned with program pursuits and capture, as directed by sales leadership
• Prepare detailed presentations and proposals
• Meet and exceed sales goals

This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the Employer.

Requirements

• Bachelor’s degree, or a relevant combination of education and experience
• At least 7 years of quota-carrying B2B sales experience with a strong new-business (hunter) focus, including 3+ years selling technology, data, or services to US federal agencies or federal prime contractors
• Proven track record of meeting or exceeding quota through new-logo acquisition, with examples of federal deals sourced and closed
• Working knowledge of federal acquisition: contract vehicles (GSA, IDIQ, BPA), subcontracting through primes, sole-source justifications, the federal fiscal year, and continuing resolutions
• Experience selling with or through federal prime contractors, subcontractors, and systems integrators
• Meteorology, weather, or hydro-meteorological domain experience
• Strong qualification, negotiation, and closing skills; comfortable leading multi-stakeholder deals
• Understanding of CRM systems, specifically Salesforce, and disciplined forecasting
• Excellent written and oral communications skills, including demonstrated experience conducting executive presentations
• High technology aptitude
• Must have a valid driver's license, plus good driving record
• Ability to travel approximately 35% of the time

Preferred Experience:

• Experience selling data-as-a-service, SaaS, sensors/IoT, geospatial, or environmental solutions
• Customer relationships within NOAA/NWS, DOE, NASA, Interior, or Department of War installations
• Degree in meteorology, atmospheric or environmental science, or military weather service
• Experience working with government-affairs teams or on appropriations-driven opportunities
• Ability to obtain a security clearance

Additional Information:

• This is a remote opportunity that will preferably be based in the Washington, DC metro area (Norther Virginia / Maryland); remote candidates in the continental United States will be considered.
• Must be eligible to work in the U.S. without company sponsorship, now or in the future, for employment-based work authorization. F-1 visa holders with Optional Practical Training (OPT) who will require H-1B status, TNs, or current H-1B visa holders will not be considered. H1-B and green card sponsorship is not available for this position.

US Benefits include: Medical, Dental, Vision, Life Insurance, Short-Term & Long-Term Disability & 401k match of up to 3%.

US Compensation Range: A reasonable estimate of the current salary range for this position is $120,000 - $140,000 per year plus uncapped commission, with on-target earnings of $175,000 - $205,000. Please note that the salary information is a general guideline only. AEM considers a wide range of factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education, licensure and certifications, key skills as well as other market and business considerations when extending an offer. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.

This position will accept applications on an ongoing basis and will be closed once the position is filled.

AEM is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.