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Unison · 2 days ago

Federal SaaS Account Executive

DC-Baltimore Area

Full-time

Hybrid

Senior Level

$135K/yr - $155K/yr

5+ years exp

Unison is a company that provides innovative software solutions for federal agencies and government contractors. They are seeking an experienced Federal SaaS Account Executive to drive growth across existing federal enterprise accounts by building executive relationships and executing structured account plans aligned with customer missions and Unison's strategic objectives.

Information TechnologyProject ManagementSoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Hiring Manager

Jeff DeClue

Responsibilities

Proactively identify whitespace, unmet needs, and product expansion opportunities

Build and maintain strong executive customer relationships

Define and execute a structured account plan that aligns to customer goals and priorities as well as the Unison strategic plan

Ensure Unison maintains a competitive edge and continues year-over-year, profitable growth

Expand Unison’s footprint by driving top-line revenue through growth of in an existing Federal enterprise account base

Generate sustainable, account-driven revenue growth by establishing clear, measurable goals and building trusted relationships with federal stakeholders through consistent digital and in-person engagement

Lead efforts to identify, develop, and close expansion opportunities aligned to customer mission and acquisition workflows for your account base, utilizing Unison’s entire product portfolio

Influence existing clients at the leadership level and win by building relationships across the account by offering solutions that address the problems that exist across the agency

Own strategic customer relationships by developing org maps, power-influence graphs, and account plans, advise on federal acquisition best practices, and lead customer executive reviews to demonstrate value

Provide Unison management feedback and recommendations on pipeline health, risk, opportunity, and progress

Maintain reliable forecasts for revenue outlook, deal timing, and probability of win

Ensure customer success and advocacy by partnering with delivery teams to drive adoption, track outcomes, and engage customers as references and champions

Stay informed on procurement trends, shifting agency priorities, and competitor activity

Gather and share insights with Product and GTM teams to shape future offerings

Qualification

SaaS sales experienceFederal contracting knowledgeCRM proficiencySales cycle understandingExecutive relationship managementAgile mindsetProblem-solvingCollaborationPositive attitude

Required

Minimum of 5 years of direct sales experience, selling SaaS, enterprise software to executive leadership with outstanding quota attainment history

Ability to navigate a complex Federal landscape within defined accounts and sell to multiple decision-makers like SPEs and CIOs

Federal SaaS and/or software sales experience supporting FedRAMP solutions with a solid understanding of Federal contracting with the ability to speak the language of acquisition, program, and contracting stakeholders

Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance sales

Ability to travel as needed (local to DC area preferred)

History of understanding complex client requirements to clearly articulate the company's offerings to develop solutions to meet those requirements

Willingness to take ownership, solve problems with an agile mindset, and delivery on outcomes

Strong CRM proficiency (Salesforce preferred)

Experience with Federal acquisition is a plus

Skilled at demonstrating solutions and speaking the language of Federal buyers and contracting professionals in order to respectfully challenge their thinking and negotiate effectively based on value and time to close

Ability to collaborate and leverage subject matter expertise in a matrixed environment

Self-motivated, hungry and proficient in operating with a sense of urgency and demonstrate a positive, winning attitude