Industry Account Executive

Industry Account Executive – Sap Federal (Dod & Ic)

We're seeking a high-impact industry account executive with strong experience in federal enterprise software sales to lead business development, account strategy, and customer success for sap solutions across the dod and u.s. intelligence community. This role accelerates sap cloud growth, digital modernization, and mission-focused innovation for national defense customers.

key responsibilities

• account leadership
  • own and grow strategic relationships within assigned dod and ic accounts
  • build and execute account plans aligned to customer mission objectives and it modernization efforts
• sales execution
  • lead the full sales cycle to exceed annual subscription, services, and renewal targets
  • drive demand generation with internal teams and partners
  • identify expansion opportunities through whitespace analyses
  • maintain accurate forecasting and pipeline in crm
• strategic engagement
  • establish trusted relationships with senior civilian, military, and contractor stakeholders
  • understand customer missions, technical environments, budgets, and acquisition strategies
  • position sap solutions competitively and for mission-critical outcomes

required qualifications

• 5–8 years in enterprise software/technology sales within the federal market (dod/ic focus)
• experience with complex, multi-million-dollar federal sales cycles
• strong background selling into the intelligence community
• expertise in saas sales methodologies (e.g., value selling, meddpic)
• deep knowledge of sap or similar enterprise platforms
• solid understanding of federal procurement processes and contract vehicles
• excellent communication, negotiation, and executive engagement skills
• active u.s. security clearance (ts/sci + poly)

preferred experience

• with subscription renewals and expansion deals
• background in cloud modernization, data, or digital transformation in defense
• strategic, creative thinker with strong executive presence
• effective collaborator across matrixed teams

education

• bachelor's degree in business, engineering, computer science, information systems, data analytics, or related field (mba preferred)

location: washington metro / capital region

travel: 10–15%

note: this description serves as a general guideline; responsibilities may evolve based on mission and business needs.