Principal Account Executive

Bluestaq US External•Colorado Springs, CO

3h•$200,000 - $300,000•Remote

About The Position

Bluestaq is seeking a Principal Account Executive to own and grow our strategic relationships with key customers worldwide, with a primary focus on high-impact accounts such as NATO. This high-impact role combines deep account ownership, opportunity shaping and expansion (including influencing requirements and securing new scopes/renewals), with hands-on oversight of program delivery and implementation of enterprise software solutions (including any UDL or custom capability components). You will serve as the primary trusted advisor to senior stakeholders, driving revenue growth, customer satisfaction, and mission success through long-term strategic engagement. The role requires blending commercial enterprise account management expertise with an understanding of complex environments, particularly NATO's unique international defense ecosystem, procurement processes, and operational needs, while adaptable to other government, defense, and enterprise customers. This US-based position requires approximately 50% travel (primarily to Europe for NATO-focused engagements, with some flexibility for other regions). The role involves building key relationships, supporting on-site delivery, and collaborating closely with our UK subsidiary to drive coordinated pursuits, ensure local compliance, leverage regional resources, and deliver seamless execution across international accounts.

Requirements

8+ years of professional experience in enterprise software sales, account management, customer success, or related roles, ideally with exposure to complex B2B/government/enterprise environments.
Proven track record owning and growing strategic accounts, including revenue expansion, relationship management, and delivery oversight in software/cloud/SaaS contexts.
Willingness and ability to travel approximately 50% or more, primarily across Europe for NATO engagements (including customer meetings, opportunity shaping sessions, program reviews, industry events, and on-site delivery support). This includes flexibility for irregular schedules, short-notice trips, and extended presence at customer locations as business needs dictate.
Experience collaborating in matrixed, multinational organizations, including partnering with international subsidiaries (e.g., UK-based teams for regional support).
Strong understanding of enterprise software solutions, implementation best practices, and customer value realization.
Excellent communication, negotiation, and stakeholder management skills; ability to engage senior leaders (military/civilian/government/executive).
Valid US passport and eligibility for necessary travel authorizations/visas in the EU/Schengen area and other relevant regions.
Active or eligible security clearance (or ability to obtain NATO-level or equivalent clearance).
US-based residency.
8+ years in enterprise account management, strategic sales, or program/client delivery roles
Bachelor’s degree in Business, International Relations, Computer Science, Engineering, or a related field (or equivalent practical experience)

Nice To Haves

Prior experience selling into or managing NATO, EU defense, US DoD/Federal, or similar international/government accounts.
Familiarity with NATO structures (NCIA, HQ, Commands), procurement (tenders, NSIP), and defense software domains (e.g., C4ISR, cloud, cybersecurity); adaptable to other regulated environments.
Technical aptitude in cloud-native solutions, SaaS platforms, or program delivery tools.
Certifications such as PMP, CSM, or relevant sales/account management credentials.

Responsibilities

Own the full lifecycle of assigned strategic accounts: from relationship building and opportunity identification/expansion through contract execution, program delivery oversight, and ongoing adoption/sustainment.
Develop and execute comprehensive account plans to maximize revenue potential, including upsell, cross-sell, renewals, and new capability introductions across customer portfolios.
Build and maintain executive-level relationships with key stakeholders (e.g., for NATO: HQ in Brussels, NCIA in Mons, Allied Commands, national delegations; adaptable to other customers).
This role requires approximately 50% travel (primarily to Europe for NATO-focused customer engagements), including customer meetings, opportunity shaping sessions, program reviews, key industry events (e.g., NATO summits, defense expos), and on-site delivery support. Flexibility exists for occasional travel to other global locations as business needs arise.
Partner closely with our UK subsidiary on joint opportunity development, local market access, compliance navigation, resource allocation, delivery coordination, and leveraging UK-based capabilities to support international programs.
Shape and influence requirements for expansions or new programs; prepare technical/commercial proposals, demos, proofs-of-concept, and value propositions tailored to customer needs.
Oversee end-to-end program delivery post-agreement: coordinate cross-functional teams (engineering, implementation, support), manage scope, timelines, budgets, risks, and escalations; ensure successful implementation, adoption, and value realization of software solutions.
Act as the primary escalation point and single point of accountability for assigned customers; drive satisfaction, resolve issues, and identify growth opportunities.
Navigate customer-specific procurement processes, funding mechanisms, security requirements, and export controls while ensuring full compliance.
Represent Bluestaq in industry events, working groups, conferences, and bilateral engagements.
Track account health, forecast revenue, report KPIs, and contribute lessons learned to refine future approaches.
Mentor team members on strategic account management and domain-specific best practices.