Federal Account Executive-DoD & 4th Estate
At a glance
Mid-level Account Executive role at AvePoint. Arlington · full-time · $100,000–$140,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and execute a sales plan across an assigned group of federal agencies
- Win new accounts by studying prospect challenges and reaching CTOs, engineering and IT leaders, and technical users
- Work with pre-sales engineers to qualify opportunities and deliver product demonstrations
- Create account campaigns with Marketing and use enterprise and channel partners to win customers
- Master AvePoint offerings through training and apply MEDDPICC throughout your sales process
What you bring
- At least three years of full-cycle closing experience focused on new business
- Experience selling to DoD branches or 4th Estate agencies is strongly preferred
- Experience prospecting within federal agencies, including defense and civilian organizations
- Ability to explain the value of complex enterprise technology, build internal champions, and manage complex deals
- Prior training in a sales framework such as MEDDIC, MEDDPICC, or Challenger Sales
Who this fits
This role suits a mid-level account executive who thrives on net-new federal sales and complex, target-driven pursuits. DoD and 4th Estate experience is especially relevant, while a university degree is preferred. The position is based in Arlington and focuses on a named set of federal agencies.
From the employer
About AvePoint Public Sector
Founded in 2001, AvePoint Public Sector serves over 1,000 customers in 49 out of the 50 states, including 400 local governments and municipalities, every cabinet of the federal government, and all four branches of the DoD. As a result of our continued focus on winning in the regulated industries, our team has the ability to accelerate deal cycles by leveraging many state term contracts and FedRAMP authorization leading to significant growth opportunities across our four primary markets: State and Local Government, Federal Governance, and Higher Education and K-12.
What your day to day will look like:
The Federal Account Executive - DoD & 4th Estate role focuses exclusively on formulating and executing a sales strategy within a named list of federal agencies. Our products are FedRAMP authorized and have received industry recognition across Federal agencies.
- Source and close net new logos.
- Research and understand your customers and prospects to gain insight into their business challenges.
- Strategically prospect CTOs, Engineering/IT Leaders, & technical end users .
- Work together with pre-sales engineers to technically qualify and deliver product demonstrations.
- Partner with Marketing to create go-to-market campaigns to expand your reach to your account base.
- Work closely with the enterprise partner and channel sales partners to maximize acquiring new accounts.
- Participate in our sales enablement trainings to become an expert in AvePoint’s offerings and further how you apply MEDDPICC to your sales process.
What you will bring to our team and feel valued for:
- 3 + year of full life cycle closing experience, with a focus on net new business
- Prior experience selling into DoD branches and/or 4th Estate Agencies highly preferred.
- Prior experience prospecting into Federal agencies; inclusive of defense and civilian
- Demonstrated ability to articulate the business value of complex enterprise technology
- A track record of overachievement and hitting sales targets
- Skilled in building business champions and running a complex sales process
- Previous Sales Methodology training (e.g. MEDDIC, MEDDPICC, Challenger Sales)
- University degree preferred
The Salary Range for this role is $100,000 - $140,000. At AvePoint, we strive to offer competitive, fair, and equitable total rewards. The listed salary range represents a good faith estimate, with final offers based on location, experience, skills, and qualifications. The listed range reflects base salary only; our total rewards include base salary, comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO), and depending on the role, bonuses, commissions, or equity (RSUs). We welcome compensation discussions—apply even if your expectations fall outside the range.
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