Strategic Account Executive, Department of War

Exterro Inc•Remote USA, US,

11d•$150,000 - $200,000•Remote

About The Position

Exterro is seeking a results-driven Strategic Account Executive to drive revenue growth within the Department of War (DoW). In this pivotal role, you will bridge the gap between warfighter mission requirements and Exterro’s eDiscovery, Digital Forensics, and Data Governance solutions. You will engage directly with operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts. The ideal candidate possesses a proven track record in DoW SaaS sales and a deep understanding of the mission authorities shaping the account portfolio.

Requirements

7+ years as a Strategic Account Executive or equivalent uniformed/civilian experience in DoW acquisition requirements or operations.
Deep knowledge of SaaS, cloud-based software, and subscription models.
Proven ability to move opportunities to funded contracts, including non-traditional pathways (Defensewerx, small business, paid pilots).
Exceptional interpersonal, negotiation, and communication skills.
Proven success in a metrics-driven environment focused on KPIs and quotas.
Bachelor’s degree in business or a related field (preferred).

Responsibilities

Identify, qualify, and nurture a robust pipeline; maintain hygiene, win strategies, and bid/no-bid recommendations.
Conduct deep discovery to surface business outcomes, identify economic buyers, and align insights with MEDDPICC or similar methodologies.
Craft compelling business cases that demonstrate ROI and differentiate Exterro from competitors.
Manage multi-million-dollar sales cycles, navigate complex negotiations, and secure stakeholder alignment.
Provide accurate forecasting based on "Command of the Sale" insights.
Demonstrate mastery of the sales process, mentor peers, and refine strategies based on performance data.
Serve as a trusted advisor to key decision-makers within existing and prospective DoW accounts.
Provide guidance that maps our SaaS capabilities to specific business challenges.
Partner with marketing, product, and customer success teams to ensure seamless client onboarding and implementation.
Monitor trends and competitor activity to inform and evolve sales strategies.
Act as the primary point of contact to ensure satisfaction and drive expansion through upselling and cross-selling.
Proactively mitigate churn risks by delivering exceptional customer experiences.
Lead briefings and workshops to maintain alignment on strategic business goals.