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Vantor · 1 week ago

Senior Account Executive, IC Customer

Herndon, VA

Full-time

Onsite

Senior Level

$199K/yr - $331K/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. They are seeking a visionary Senior Account Executive to help expand within a key Intelligence Community customer, focusing on building relationships and closing multi-million-dollar contracts to support their geospatial intelligence solutions.

Software

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Pioneer New Opportunities: 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

Strategic Hunter: Execute disciplined outbound prospecting, cold outreach, and senior level engagement to strengthen and establish relationships within offices where Vantor has limited presence. Translate the complexities of geospatial intelligence into clear, mission-critical value for IC stakeholders who may be new to Vantor, our data, our capabilities, and our products

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

Complex Deal Leadership: 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

Capture & Proposal Excellence: 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

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

Product Collaboration: 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

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

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

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

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

Qualification

Geospatial intelligenceNew business developmentComplex solution salesSalesforceActive TS/SCI clearanceFederal acquisition processRelationship buildingHigh level of organizationMarket intelligenceExceptional communication

Required

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