Senior Account Executive, IC Customer
Herndon, VA, 20170, USA
- $199,000 - $331,000 p/year
- Sales
- Full-time
- Senior Account Executive
- geospatial intelligence
- federal government sales
The Senior Account Executive at Vantor focuses on identifying and developing new business opportunities within the U.S. Intelligence Community by leveraging geospatial intelligence solutions. This role entails building and maintaining strategic relationships, leading complex federal contract negotiations, and collaborating with product teams to align solutions with customer needs. Candidates require strong government sector sales experience, an active TS/SCI clearance, and expertise in federal acquisition processes.
Vantor is forging the new frontier of spatial intelligence, helping decision makers and operators navigate what’s happening now and shape what’s coming next. Vantor is a place for problem solvers, changemakers, and go-getters—where people are working together to help our customers see the world differently, and in doing so, be seen differently. Come be part of a mission, not just a job, where you can: Shape your own future, build the next big thing, and change the world.
To be eligible for this position, you must be a U.S. Person, defined as a U.S. citizen, permanent resident, Asylee, or Refugee.
Note on Cleared Roles: If this position requires an active U.S. Government security clearance, applicants who do not currently hold the required clearance will not be eligible for consideration. Employment for cleared roles is contingent upon verification of clearance status.
Export Control/ITAR: Certain roles may be subject to U.S. export control laws, requiring U.S. person status as defined by 8 U.S.C. 1324b(a)(3).
Please review the job details below.
Vantor is seeking a visionary Senior Account Executive to help expand within a key Intelligence Community customer. This is a strategic business role focused on furthering Vantor's geospatial intelligence solutions as mission-critical capabilities within specific functional areas. You will pioneer new use cases and build transformative partnerships that embed Vantor's capabilities and products with a focus on growing our business, supporting the customer's intelligence mission, and developing new growth areas with a focus on emerging operational initiatives.
You will be responsible for identifying new opportunities, building relationships from the ground up, and closing multi-million-dollar contracts that establish Vantor's strong partnership with this IC Customer. This role is based in the Washington D.C. metro area.
What You'll Be Doing:
- Pioneer New Opportunities: Identify, qualify, and capture net-new program opportunities across the IC Customer focusing on commercial analytics, operational support, intelligence operations, and untapped mission areas and emerging operational requirements associated with geospatial initiatives.
- Strategic Hunter: Execute disciplined outbound prospecting, cold outreach, and senior level engagement to strengthen and establish relationships within offices where Vantor has limited presence. Translate the complexities of geospatial intelligence into clear, mission-critical value for IC stakeholders who may be new to Vantor, our data, our capabilities, and our products.
- Mission-Driven Evangelism: Demonstrate how Vantor's spatial intelligence solutions enable critical intelligence missions including those associated with commercial analytics, AI/ML initiatives, and foundational intelligence requirements.
- Complex Deal Leadership: Structure and negotiate million-dollar strategic contracts for data access, analysis services, and platform integration, leading highly complex, multi-stakeholder deals through the federal acquisition process.
- Capture & Proposal Excellence: Lead the development of compelling proposals and capture strategies for large-scale federal contracts, ensuring that Vantor's unique capabilities are clearly aligned with IC Customer operational requirements and mission priorities.
- Partnership Development: Partner with DoD and other IC elements to understand operational requirements and work to drive requirements to/from the IC Customer.
- Product Collaboration: Work closely with Vantor's product and engineering teams to provide market feedback from IC Customer stakeholders that will shape the future of our mission-focused solutions.
- Disciplined Execution: Implement sales best practices and MEDDPICC methodology to drive disciplined execution, rigorous qualification, and pipeline growth.
- Market Intelligence: Analyze IC Customer budgets, strategic plans, procurement forecasts, and operational priorities to identify new growth opportunities and develop targeted business plans.
- Pipeline Management: Build and manage a robust pipeline of new business opportunities, providing accurate forecasting and reporting on key performance indicators using Salesforce.
- Industry Leadership: Represent Vantor at industry conferences, regional intelligence forums, and customer executive briefings to establish thought leadership and build market presence.
Minimum Requirements:
- Bachelor's degree
- Active TS/SCI clearance
- 5+ years of experience in new business development or complex solution sales within the U.S. Federal Government market, with demonstrated success hunting and closing large deals.
- Proven track record of building relationships from scratch and establishing presence in white space accounts.
- A fundamental understanding of geospatial data, satellite imagery, and its application in Intelligence Community and national security operations.
- Strong existing network within the Intelligence Community and its component agencies, with proven ability to access and influence key decision-makers.
- Demonstrated success in capturing large, complex government contracts as new business, including experience leading multi-stakeholder deals through the acquisition process.
Preferred Qualifications:
- Master's degree in a technical field such as Geography, GIS, Remote Sensing, Engineering, Emergency Management, Homeland Security, or Computer Science.
- 8+ years of new business development experience with a proven track record of exceeding targets in the federal sector.
- Exceptional communication skills; ability to articulate complex technical concepts to both operational staff and C-level executives.
- High level of organization, planning, and a proven ability to sell a technical vision.
- Clear understanding of the federal enterprise sales process for technical products and solutions.
- Proven knowledge and experience managing a sales pipeline within Salesforce.
- Deep knowledge of the federal acquisition process, including experience with Intelligence Community contract vehicles, procurement methods, and buying behaviors.
Pay Transparency: In support of pay transparency at Vantor, we disclose salary ranges on all U.S. job postings. The successful candidate’s starting pay will fall within the salary range provided below and is determined based on job-related factors, including, but not limited to, the experience, qualifications, knowledge, skills, geographic work location, and market conditions. Candidates with the minimum necessary experience, qualifications, knowledge, and skillsets for the position should not expect to receive the upper end of the pay range.
● The pay for this position within Colorado is: $199,000.00 - $331,000.00 annually.● The pay for this position within New Jersey is: $199,000.00 - $331,000.00 annually.● The pay for this position within Delaware is: $199,000.00 - $331,000.00 annually.● The pay for this position within the Washington, DC metropolitan area is: $219,000.00 - $365,000.00 annually.● The pay for this position within California is: $229,000.00 - $335,500.00 annually.For all other states, we use geographic cost of labor as an input to develop market-driven ranges for our roles, and as such, each location where we hire may have a different range.
Benefits: Vantor offers a competitive total rewards package that goes beyond the standard, including a robust 401(k) with company match, mental health resources, and unique perks like student loan repayment assistance, adoption reimbursement and pet insurance to support all aspects of your life. You can find more information on our benefits at: https://www.Vantor.com/careers
Additionally, this position is incentive eligible with a target based on contribution, company performance, and/or individual results achieved; the specific incentive plan and target amount will be determined based on the role and breadth of contributions.The application window is three days from the date the job is posted and will remain posted until a qualified candidate has been identified for hire. If the job is reposted regardless of reason, it will remain posted three days from the date the job is reposted and will remain reposted until a qualified candidate has been identified for hire.
The date of posting can be found on Vantor's Career page at the top of each job posting.
To apply, submit your application via Vantor's Career page.
EEO Policy: Vantor is an equal opportunity employer committed to an inclusive workplace. We believe in fostering an environment where all team members feel respected, valued, and encouraged to share their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability, protected veteran status, age, or any other characteristic protected by law.
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