Account Executive, Department of Defense

This position is for a remote Account Executive with ScienceLogic, a leading AIOps software company based in Reston, VA. They are seeking someone with 5-10 years of direct IT Operations Management (ITOM) or related sales experience to join their Public Sector sales organization. The ideal candidate will have experience selling to the Department of Defense (DoD), Systems Integrators, Channel Partners, and select OEMs. The Account Executive will be responsible for identifying sales opportunities, engaging with thought leaders driving IT Modernization, developing account plans, and managing the sales process from presale to post-delivery.

• Use outstanding communication skills combined with industry and company knowledge to identify sales opportunities and articulate ScienceLogic’s vision and strategy, while showing its business value and impact to customers.
• Directly engage Federal thought leaders as they drive IT Modernization.
• Develop and communicate your account plan(s).
• Coordinate execution of proofs of concepts, partner enablement plans and proposed deliverables.
• Set and manage appropriate customer and partner expectations regarding the proposed solution from presale, sale and through to post-delivery.
• Develop a sales opportunity pipeline and drive revenues equal to or beyond your assigned quota using Meddic, our structured sales methodology.
• Identify potential clients and engage them through face-to-face engagement, telemarketing, cold calling, social networking, and other business forums.
• Build and maintain close relationships with key decision-makers, technology thought leaders, and business/mission stakeholders to understand needs and priorities of the organization.
• Understand market trends and interpret data relevant to our initiatives.
• Develop and identify competitive strategies and sales plays that create opportunity for ScienceLogic and the partners.
• Engage with all levels of the organization and within cross-functional teams to manage deal pipeline and close business.
• Proven ability to do seven-figure software deals.
• Successful A+ track record of hunter sales experience, identifying business opportunities through creative and resourceful methods. Existing relationships with government decision-makers and thought leaders is a must.
• Strong business acumen in order to demonstrate and explain how ScienceLogic solutions can meet the business goals of prospective customers.
• Extensive experience managing execution of the sales plan revenue targets, forecast accuracy, responsible use of company resources, and sales activity.
• Ability to drive, track, and close sales opportunities within your assigned territory.
• Exhibit a high level of ethical standards in all business activities.
• Experience using SalesForce.
• Demonstrated consistent track record of quota achievement and overachievement.

• At least 5-10 years of direct IT Operations Management (ITOM) or related sales experience
• Significant experience hunting/selling direct to the DoD and/or with Systems Integrators, Channel Partners, and select OEM's
• Outstanding communication skills
• Knowledge of industry and company to identify sales opportunities and articulate ScienceLogic's vision and strategy
• Ability to engage Federal thought leaders as they drive IT Modernization
• Development and communication of account plans
• Coordination of proofs of concepts, partner enablement plans, and proposed deliverables
• Setting and managing appropriate customer and partner expectations
• Use of Meddic sales methodology to develop a sales opportunity pipeline and drive revenues
• Ability to identify potential clients and engage them through various methods
• Building and maintaining close relationships with key decision makers, technology thought leaders, and business/mission stakeholders
• Understanding market trends and interpreting relevant data
• Developing and identifying competitive strategies and sales plays
• Engaging with all levels of the organization and cross-functional teams to manage deal pipeline and close business
• Proven ability to do seven-figure software deals
• Bachelor's degree or equivalent experience in IT, business, or related field
• Successful track record of hunter sales experience
• Existing relationships with government decision makers and thought leaders
• Strong business acumen to demonstrate how ScienceLogic solutions can meet the business goals of prospective customers
• Experience working with customers, sales personnel, customer service, and understanding of the industry
• Extensive experience managing execution of sales plan revenue targets, forecast accuracy, responsible use of company resources, and sales activity
• Ability to drive, track, and close sales opportunities within assigned territory
• Exhibit high level of ethical standards in all business activities
• Experience using Salesforce
• Demonstrated consistent track record of quota achievement and overachievement.

• Remote-first culture - work from home or come into the office
• Comprehensive medical, dental, and vision plans
• 401(k) plan with employer match
• Flexible Paid Time Off (FTO)
• Volunteer Time Off (VTO) - two days off per calendar year to volunteer
• 5-year Service Milestone Sabbatical
• Paid parental leave
• Generous employee referral bonus program
• Pet insurance
• HQ Office centrally located in Reston Town Center with well-stocked kitchen and catered lunch on Thursdays
• Regular virtual company-wide events, including cooking classes, yoga, meditation, and more
• Opportunity to learn and develop from industry experts