Senior Account Executive Manager, Navy

As a Senior Account Executive Manager at Primer, you will be tasked with identifying and expanding your territory while meeting sales goals through strategic prospecting and closing sales opportunities. You’ll also deliver presentations that showcase our AI and ML platform, collaborate with cross-functional teams, and manage ongoing account relationships to maximize account potential.

To become a Senior Account Executive Manager with Primer, candidates typically require 5+ years of experience in field sales, particularly within the SaaS or data management sectors. A proven track record of exceeding sales quotas, strong executive communication skills, and familiarity with public sector procurement are all essential qualifications for success in this role.

Primer supports the development of its Senior Account Executive Managers through a robust sales culture aimed at continuous learning. You’ll have access to a team of experts in AI, big data, and industry best practices, providing mentorship and support as you engage with high-profile federal customers and develop your sales strategies.

The work culture at Primer is focused on innovation and collaboration. Senior Account Executive Managers enjoy a flexible work environment and are encouraged to maintain a sustainable work pace. The company prioritizes well-being and offers beneficial perks, including a flexible vacation policy, wellness days, and comprehensive health benefits.

The Senior Account Executive Manager role at Primer offers an annual compensation between $300,000 and $380,000, depending on experience. Benefits include full medical coverage, mental health support through Headspace, a 401(k), remote work stipends, and a culture that values and promotes inclusivity and diversity.

In your response, highlight your experience with sales methodologies such as MEDDPICC and Challenger Sales. Explain how these methodologies have contributed to your success in managing sales processes and closing deals, particularly in complex environments.

Emphasize your understanding of public sector procurement frameworks, specifically how they apply to federal agencies. Provide examples of past experiences where you successfully navigated procurement processes and built relationships with federal clients.

Discuss your preparation process for presentations, including understanding the client's specific needs and customizing your demonstration accordingly. Highlight your communication skills and the importance of engaging with the audience.

Share examples of account management strategies that have worked for you, such as regular check-ins, understanding the client's evolving IT roadmap, and identifying upsell opportunities. Discuss how building trust with the client impacts their overall satisfaction and your sales success.

Provide specific examples of situations where your sales strategies led to exceeding quotas, focusing on your approach to prospecting, nurturing leads, and closing deals. Use metrics to quantify your success.

Discuss the importance of collaboration with cross-functional teams, including marketing, sales engineering, and professional services. Share examples of how teamwork has led to successful outcomes in your previous roles.

Describe your method for researching and qualifying new leads, using criteria such as market trends, historical data, and existing relationships. Discuss how prioritization helps you manage your time and focus on high-value opportunities.

Talk about relationship-building techniques such as active listening, timely follow-ups, and offering valuable insights regarding the client’s business challenges. Provide examples of long-term client relationships you've nurtured.

Explain your approach to objection handling, which might include actively listening to the client’s concerns, empathizing with their situation, and providing factual rebuttals to help alleviate hesitations. Share a successful example from your experience.

Focus on your enthusiasm for Primer's mission to provide AI solutions to critical organizations and how your skills align with the company’s goals. Highlight your passion for AI and your desire to contribute to meaningful projects in federal sectors.