Mid-Level Account Executive

Technology Advancement Group•Ashburn, VA

3d•Onsite

About The Position

Technology Advancement Group (TAG) is a veteran-owned systems integrator in Ashburn, Virginia. We design, build and integrate assured positioning, navigation and timing (PNT) hardware and software for the Department of Defense and the companies that build for it. Our products include anti-jam CRPA antennas, horizon-nulling antennas and a miniature M-code GPS receiver. All of them are shipping today, with test data behind them, and our engineers integrate them into the systems our customers already run. We're hiring an Account Executive to build and close DoD business across an open territory. You'll find the customers, run discovery with their engineers and program staff, shape the solution with ours, and close the deal. We sell outcomes, which usually means an integrated solution that draws on several products and sometimes a partner's capability. You'll report to the Director of Sales and work on-site in Ashburn with a small team. There's no big-company sales machine behind you here, so you'll help build how TAG sells.

Requirements

Cold outreach experience that built pipeline using email, phone, LinkedIn and other digital channels, with the ability to show which sequences and messages got meetings.
Experience working conference floors and industry events, approaching strangers and leaving with qualified leads.
Full-cycle deal ownership experience, from first contact to signed contract, including qualifying, identifying stakeholders, navigating challenges, and closing deals with multiple decision-makers and long sales cycles.
CRM discipline, using a CRM to manage pipeline and demonstrate how data informed time allocation, identified stalling deals, and supported forecasting.
Experience selling a technical solution, learning a technical product well enough to sell it credibly, explaining a sold solution in plain language, working with engineers to shape offers, and holding your own with customer engineers during discovery.
Consultative selling approach, starting with discovery to find the customer's real problem before pitching, and willingness to reshape or walk away from a deal if the initial solution isn't the right fit.
Builder mentality, with experience helping to build a company or team that was still taking shape, creating processes where they didn't exist, and fixing what wasn't working.
Ability to work without big-company support (no sales ops team, no playbook, no admin support).
U.S. person status (U.S. citizen, lawful permanent resident, or certain protected individuals) due to ITAR regulations.
Ability to obtain and maintain a U.S. government security clearance, which requires U.S. citizenship.

Nice To Haves

Active security clearance or recent clearance history.
Experience selling to the Department of Defense (program offices, prime contractors, or operational units), with an understanding of requirements, funding, and buying decisions within defense organizations.
Experience identifying where a partner's product or capability could close a gap and forming partnerships to win deals.
Experience running multiple active customers and deals in parallel without letting any go cold, with the ability to explain how time was prioritized weekly.

Responsibilities

Build and close DoD business across an open territory.
Find customers, run discovery with their engineers and program staff, shape the solution with TAG's products, and close the deal.
Help build how TAG sells, as there is no big-company sales machine behind you.
Keep enough in the pipeline to carry you between closes.
Follow up for months, providing useful information with each touch.
Tell a customer when our product isn't the right fit.
Tell us when a process is slowing you down.
Take seriously the fact that our products go to warfighters who need to know where they are when GPS is jammed or spoofed.
Be in the room, preferably on a conference floor or at a test range, rather than behind a screen all day.