Senior Federal Account Executive

The Senior Federal Account Executive will grow an existing account territory by applying a hunter mentality with a strategic, value-selling approach. This requires needs-based, relationship sales to diverse buying profiles across the Federal Government. The ideal candidate will have a track record of over-quota achievement and will grow an ambitious pipeline of business. This will require the ability to navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”.

As a Senior Federal Account Executive, you will be responsible for growing the business by creating measurable and defined business goals with timelines, (related to revenue and pipeline growth) for our ground-breaking products by building positive relationships with customers through digital communication and in-person customer engagement.

Responsibilities:

• Drive top-line revenue through growth of an existing Federal enterprise account base.
• Sell Skillsoft Content, Services, and Platform solutions directly to Federal Government decision makers
• Influence existing clients at the senior leadership level and win by building relationships across different lines of business within the account by offering solutions that address the problems that exist across government.
• Partner with related sales, customer success managers, marketing, and support resources in the successful advancement of critical opportunities
• Be responsible for preparing and delivering executive presentations with research, data, agendas and a tailored presentation coupled with impeccable follow-up
• Create measurable and defined business goals with timelines, (related to revenue and pipeline growth)
• Provide management feedback and recommendations on pipeline health, risk, opportunity, and progress

Here’s What We Are Searching For:

Skills & Qualification Requirements

• Minimum 8-12 years of direct sales experience, selling SaaS, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history
• Federal SaaS and/or software sales experience supporting FedRAMP solutions with a solid understanding of Federal Government contracting
• Solid understanding of Salesforce and MEDDPICC
• Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale
• Skilled at demonstrating solutions and speaking the language of Federal buyers and contracting professionals in order to respectfully challenge their thinking and negotiate effectively based on value and time to close
• Ability to collaborate and leverage subject matter expertise in a matrixed sales environment
• Be self-motivated, hungry and proficient in operating with a sense of urgency and demonstrate a positive, winning attitude
• History of understanding complex client requirements to clearly articulate the company’s offerings to develop solutions to meet those requirements
• Willingness to take ownership and solve problems with an agile mindset
• Location: East Coast US (DC Metro Area Highly Preferred
• Travel up to 30-50%

Desirable Requirements

• Experience in the learning, human capital, human capital technology space is preferred

Target base salary range for this job requisition is anticipated to be approximately $120,000 – $145,000 annualized with average on target earnings including commissions of approximately $240,000 – $290,000 annually.