Strategic Account Manager – Federal/A&D SaaS

Aravo Solutions - Integrated Risk & Resilience

. Own commercial responsibility for a portfolio of strategic Global 2000 customer accounts, focusing on Federal and Aerospace & Defense organizations .

Posted 10/6/2026full-timeUnited StatesSeniorLead💰 $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing strategic accounts within the Federal Government and Aerospace & Defense sectors, with a strong focus on driving revenue growth through upselling and cross-selling. Possesses excellent relationship management, communication, and negotiation skills to effectively engage with executive-level stakeholders.

Highest-signal resume keywords

Enterprise SaaS Sales ExperienceFederal Government Account ManagementAerospace & Defense Sector KnowledgeComplex Sales Cycle NavigationExecutive Presentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementSales Strategy DevelopmentRevenue GrowthContract NegotiationPipeline TrackingCompliance UnderstandingData AnalysisCustomer Relationship ManagementForecastingUpselling

Soft Skills

Relationship ManagementCommunication SkillsInfluencing SkillsOrganizational SkillsCustomer-Focused Mindset

Tools & Technologies

CRM ToolsProductivity ToolsAI-Powered Risk Management SolutionsVendor Lifecycle Management Solutions

Industry Keywords

Federal ProcurementA&D ComplianceGovernment ContractingDefense SectorHighly Regulated Environments

About the role

Key responsibilities & impact

Own commercial responsibility for a portfolio of strategic Global 2000 customer accounts, focusing on Federal and Aerospace & Defense organizations
Drive expansion revenue through upsell, cross-sell, and increased adoption
Develop and execute strategic account plans aligned with customer priorities and Fed/A&D requirements
Build and maintain executive-level customer relationships across government, defense, aerospace, and highly regulated organizations
Expand relationships across departments, business units, and geographies
Navigate complex Federal and A&D procurement, contracting, compliance, and security environments
Partner with Customer Success, Product, and Services teams
Lead complex deal cycles, including pricing, renewals, and negotiations
Deliver executive presentations and business reviews
Track account performance, pipeline, and forecasts
Stay current on industry trends, competitive landscape, and evolving Federal/A&D requirements
Work with Aravo’s AI-powered third-party risk management, ESG, and vendor lifecycle management solutions

Requirements

What you’ll need

10+ years of enterprise SaaS sales or account management experience
5+ years of experience selling to or managing accounts within the Federal Government and/or Aerospace & Defense sectors
Proven success managing large, complex enterprise accounts, preferably within highly regulated or mission-critical environments
Strong track record of expansion and retention
Experience selling to executive and C-level stakeholders, including senior leaders within Federal agencies, defense contractors, aerospace organizations, or other regulated enterprises
Demonstrated understanding of the Federal and A&D buying ecosystem, including government procurement processes, contracting vehicles, compliance requirements, and security considerations
Experience navigating long, complex sales cycles involving multiple stakeholders, procurement teams, legal, security, and other functional groups
Experience working with Federal agencies, DoD organizations, the Intelligence Community, or large A&D primes and/or contractors is strongly preferred
Bachelor’s degree or equivalent experience
Strategic, customer-focused mindset
Executive presence and influencing skills
Strong relationship management abilities
Excellent communication and presentation skills
Data-driven and highly organized
CRM and productivity tool proficiency
Ability to travel up to 25% or more as needed
Must be located in or able to work from an eligible state where Aravo Solutions Inc. is registered

Benefits

Comp & perks

$150,000 base salary per year
Performance-based commission with $150,000 OTE component at 100% quota attainment
100% employer-paid medical insurance options for the employee and family
Paid maternity and paternity leave
Life and AD&D insurance
Long-term disability insurance
401(k) with company matching
Equity participation
4 weeks of vacation
Fully stocked kitchens
Company-sponsored charitable day of giving events
Professional development opportunities
Competitive benefits packages
Human recruiter review rather than AI-driven screening and scoring