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Vantor · 1 month ago

Senior Account Executive, IC Customer

United States

Full-time

Remote

Senior Level

$219K/yr - $365K/yr

5+ years exp

Vantor is forging the new frontier of spatial intelligence, helping decision makers and operators navigate what’s happening now and shape what’s coming next. The Senior Account Executive will expand within a key Intelligence Community customer, focusing on advancing geospatial intelligence solutions and building transformative partnerships to support the customer's intelligence mission.

Software

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Identify, qualify, and capture net-new program opportunities across the IC Customer focusing on commercial analytics, operational support, intelligence operations, and untapped mission areas and emerging operational requirements associated with geospatial initiatives

Execute disciplined outbound prospecting, cold outreach, and senior level engagement to strengthen and establish relationships within offices where Vantor has limited presence

Demonstrate how Vantor's spatial intelligence solutions enable critical intelligence missions including those associated with commercial analytics, AI/ML initiatives, and foundational intelligence requirements

Structure and negotiate million-dollar strategic contracts for data access, analysis services, and platform integration, leading highly complex, multi-stakeholder deals through the federal acquisition process

Lead the development of compelling proposals and capture strategies for large-scale federal contracts, ensuring that Vantor's unique capabilities are clearly aligned with IC Customer operational requirements and mission priorities

Partner with DoD and other IC elements to understand operational requirements and work to drive requirements to/from the IC Customer

Work closely with Vantor's product and engineering teams to provide market feedback from IC Customer stakeholders that will shape the future of our mission-focused solutions

Implement sales best practices and MEDDPICC methodology to drive disciplined execution, rigorous qualification, and pipeline growth

Analyze IC Customer budgets, strategic plans, procurement forecasts, and operational priorities to identify new growth opportunities and develop targeted business plans

Build and manage a robust pipeline of new business opportunities, providing accurate forecasting and reporting on key performance indicators using Salesforce

Represent Vantor at industry conferences, regional intelligence forums, and customer executive briefings to establish thought leadership and build market presence

Qualification

Active TS/SCI clearanceGeospatial data understandingNew business developmentSalesforce proficiencyComplex solution salesFederal acquisition processRelationship buildingHigh level of organizationMarket intelligence analysisExceptional communication

Required

U.S. Person status as defined by 8 U.S.C. 1324b(a)(3)

Bachelor's degree

Active TS/SCI clearance

5+ years of experience in new business development or complex solution sales within the U.S. Federal Government market, with demonstrated success hunting and closing large deals

Proven track record of building relationships from scratch and establishing presence in white space accounts

A fundamental understanding of geospatial data, satellite imagery, and its application in Intelligence Community and national security operations

Strong existing network within the Intelligence Community and its component agencies, with proven ability to access and influence key decision-makers

Demonstrated success in capturing large, complex government contracts as new business, including experience leading multi-stakeholder deals through the acquisition process

Preferred

Master's degree in a technical field such as Geography, GIS, Remote Sensing, Engineering, Emergency Management, Homeland Security, or Computer Science

8+ years of new business development experience with a proven track record of exceeding targets in the federal sector

Exceptional communication skills; ability to articulate complex technical concepts to both operational staff and C-level executives

High level of organization, planning, and a proven ability to sell a technical vision

Clear understanding of the federal enterprise sales process for technical products and solutions

Proven knowledge and experience managing a sales pipeline within Salesforce

Deep knowledge of the federal acquisition process, including experience with Intelligence Community contract vehicles, procurement methods, and buying behaviors