Federal Account Director- Department of Defense

Employment Type

: Full-Time


: Sales

Job Description:

Primer builds artificial intelligence applications that read and write to accelerate our understanding of the world. We help the world’s largest organizations across industries analyze the ever growing volume of digital text to uncover unseen connections, discover insights, and automatically generate reports with graphics.We are seeking a Federal DOD Account Director that will develop, manage, and close sales opportunities within the Federal Intelligence community. You will have the opportunity to over-achieve and earn uncapped commissions and accelerators. Your success will largely hinge on your ability to generate pipeline, qualify prospects early, drive successful technical evaluations and while aligning with appropriate executive sponsors.We’re big fans of hiring people who are not just great at what they do but also how they do it. Critical to our culture is building and maintaining a team that works well together and knows how to communicate effectively - not just within their own team, but also across peripheral teams. Primer is headquartered in downtown San Francisco, but this position will be based in Washington, D.C. This position will report to the Senior Director of Federal Sales. This is an individual contributor role and will not manage other people. The Role: The Federal DOD Account Director will grow Primer’s market presence in the U.S. Department of Defense.You will work with executives and leadership at customer organizations to understand their challenges and find opportunities for Primer’s suite of NLP/NLG technologies to support their needs, drive value, and managing and developing a growing book of business. By utilizing your business and technical relationships you will quickly close business by helping to define, identify, and pursue key opportunities.Your goal – to get Primer into the hands of government users allowing them to quickly understand the world around them. Core Responsibilities: Serve as a key initial member of the US Federal team - grow current accounts, identify prospects, diagnose needs, prescribe solutions, negotiate, and problem solve to build and meet Government customers’ demand for Primer’s services.Quickly learn new software product(s) and clearly communicate the value proposition.Be able to effectively demonstrate the software in action without the help of sales engineers.Identify, engage and close business within the DOD and position yourself as a market expert by understanding customer needs and helping them drive value from Primer.Set a strategic sales plan for your target markets and ensure it's in line with Primer’s strategic direction.Collaborate with internal partners (e.g., product, engineering, customer success) and colleagues to provide use case and product feedback, develop fresh approaches to utilizing the system, understand winning strategies, and champion sustained success.Serve as a key member of the US Federal team in helping to drive market and technical strategy.Understand the technical considerations, contracting requirements, and certifications specific to the US Federal Government. What we value: Develop and execute territory account plans to achieve (and ideally exceed) individual software quota responsibility.Lead multiple customer sales cycles and close effectively (you should be a hunter, not a sales order taker).Minimum 5 years of enterprise sales experience with leading SaaS providers with a strong background and domain knowledge of the Department of Defense.Have knowledge of ML and NLP, systems architecture, enterprise application integrations, and working with software services.You strive for operational excellence, ability to effectively utilize your own time, and are passionate about demonstrating the power of technology to help tackle some of the most important ML challenges.You are consultative in relationships with your customers, prospects, and partners and have ability to establish trust.Can communicate both with developers and executives both verbally and written.Track record for exceeding quota.Self-motivated with a sense of urgency and follow-through with the ability to multi-task and work many sales opportunities simultaneously. Experience working in a fast growing startup.Successfully operate in a fast-moving, entrepreneurial environment without requiring a lot of overhead support (You can produce your own territory plan, presentations, quotes, etc.).Bachelor’s Degree or equivalent experience. Bonus: MBA and/or Masters in Computer Science or Math  Required: This position requires that you're a US citizen. TS/SCI security clearance preferred. * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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