Note: The job is a remote job and is open to candidates in USA. Exostar provides cloud-based platforms that enable secure collaboration, information sharing, compliance, and risk management for organizations in highly regulated industries, including Aerospace and Defense. The Account Executive will drive new SaaS subscription sales within the A&D business unit, owning territory planning, prospecting, pipeline development, opportunity management, forecasting, and quota attainment for the CMMC compliance go-to-market team.

Responsibilities

• Full ownership of territory plan and forecast to achieve assigned quota
• Drive sales prospecting of new opportunities for assigned Target accounts and new customer opportunities
• Work closely with SDR team to drive pipeline conversions of MQLs to SQLs
• Generate new leads and opportunities in the assigned Target accounts by working closely with the digital marketing and demand generation team
• Generate new leads through outbound sales activities and leverage the sales prospecting tools for company profile, individual profile, and target marketing
• Develop SQLs for pipeline conversion into forecast
• Convert leads into opportunities and register the opportunities in the (HubSpot) SFA platform
• Manage Opportunities in SFA platform and update with relevant content, context, and status
• Create and maintain a sufficient pipeline of opportunities to support the assigned quota level
• Actively manage sales cycle of opportunities with pre-sales, contracts, sales leadership and collaborate for success
• Convert pipeline opportunities into Closed/Won business and manage quotes and orders in SFA process
• Achieve assigned amount of Closed/Won business to support assigned quota level
• Collaborate with Team members, Associates, and Sales manager on sales activity and marketplace dynamics. Consistent feedback on goal attainment status and performance measurement status
• Ensure compliance with all company policies and government regulatory requirements

Skills

• Full ownership of territory plan and forecast to achieve assigned quota
• Drive sales prospecting of new opportunities for assigned Target accounts and new customer opportunities
• Work closely with SDR team to drive pipeline conversions of MQLs to SQLs
• Generate new leads and opportunities in the assigned Target accounts by working closely with the digital marketing and demand generation team
• Generate new leads through outbound sales activities and leverage the sales prospecting tools for company profile, individual profile, and target marketing
• Develop SQLs for pipeline conversion into forecast
• Convert leads into opportunities and register the opportunities in the (HubSpot) SFA platform
• Manage Opportunities in SFA platform and update with relevant content, context, and status
• Create and maintain a sufficient pipeline of opportunities to support the assigned quota level
• Actively manage sales cycle of opportunities with pre-sales, contracts, sales leadership and collaborate for success
• Convert pipeline opportunities into Closed/Won business and manage quotes and orders in SFA process
• Achieve assigned amount of Closed/Won business to support assigned quota level
• Collaborate with Team members, Associates, and Sales manager on sales activity and marketplace dynamics. Consistent feedback on goal attainment status and performance measurement status
• Ensure compliance with all company policies and government regulatory requirements
• B.S. degree preferably in finance, marketing, or related business studies
• Minimum of 5 years' experience within SaaS sales for corporate customers and/or enterprise level customers
• Minimum of 3-5 years' experience in sales with Federal Government customers and/or their strategic business partners
• Proficient PC skills – Expertise in Microsoft Office applications (Copilot, Access, Excel, Word, PowerPoint). Knowledgeable in HubSpot, ZoomInfo, LinkedIn, SFA tools is important
• Strong phone presence, interpersonal skills, and ability to prioritize work
• Excellent collaboration skills in working within a team construct and remote workforce
• Strong presentation and communication skills for presentations and proposals
• Demonstratable work ethic and deep passion for success
• Proven hard working individual with examples of dedication for both company growth and personal growth
• Top performer who is seeking tremendous opportunity for career growth in reputable organization

Benefits

• Employee development, including internal promotion opportunities
• Training and educational assistance
• A fun, engaged workplace with social and community-building events
• Comprehensive benefits
• Flexible time off plans
• Hybrid work arrangement (3x/week) in Virginia, Washington, DC, and Cincinnati, OH
• Remote work arrangement in North Carolina, Georgia, Texas, New Jersey, Pennsylvania, Illinois, Ohio, Florida, South Carolina, Colorado, and Indiana

Company Overview