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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 .
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 to customer business 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
- Travel up to 25% or more as needed
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
Benefits
Comp & perks- 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
- 401K with Company Matching
- Equity Participation
- 4 Weeks of Vacation
- Fully Stocked Kitchens
- Company-Sponsored Charitable Day of Giving Events
- Competitive compensation and benefits packages
- Opportunities for professional development
- Chance to work alongside industry experts on cutting-edge projects