Senior Account Executive Manager, DoD

As a Senior Account Executive Manager at Primer, your role revolves around driving sales within the Department of Defense sector. This includes identifying and expanding your territory, building strong relationships with clients, and exceeding sales targets. Collaborating with various teams, you’ll lead the entire sales process, conduct impactful presentations, and leverage your expertise in the public sector to help shape client solutions. Effective account management and a strategic approach to negotiation and closing sales will be critical to your success in this position.

To be considered for the Senior Account Executive Manager role at Primer, you should have over five years of proven field sales experience, particularly in the SaaS market. ATrack record of successfully managing complex software sales processes, achieving quotas exceeding $1 million in annual recurring revenue, and a solid understanding of Department of Defense procurement frameworks are essential. Exceptional communication and relationship management skills are also crucial to thrive in this position.

At Primer, Senior Account Executives are supported by a dedicated team of specialists in big data and AI/ML. You're not just selling; you’re backed by experts who help create data-driven business cases and customer presentations. Primer cultivates a team-oriented sales culture that encourages collaboration with sales engineering, marketing, and other departments, ensuring you have the resources necessary to successfully navigate complex sales processes and exceed your targets.

The annual cash compensation range for the Senior Account Executive Manager at Primer is between $380,000 and $430,000, depending on experience and skills. This competitive compensation package reflects the importance of the role within the organization and is designed to reward your efforts as you contribute to our mission of enhancing global security through AI technology.

Primer is committed to offering a comprehensive benefits package for its employees. As a Senior Account Executive, you can expect full medical, dental, and vision coverage, wellness programs, and flexible vacation policies. Additional benefits include 401(k) retirement plans, mental health coverage, and support for growing families. This robust array of offerings is part of our commitment to fostering a supportive and inclusive workplace.

When answering this question, highlight your specific experiences and successes in SaaS sales, particularly any interactions or projects linked to the Department of Defense. Discuss strategies you’ve employed to understand complex procurement processes and how you've built relationships within government sectors. Share concrete examples of how your efforts led to successful contract negotiations or increased client satisfaction.

Emphasize the importance of understanding their needs and demonstrating value in your proposals. Discuss your techniques for establishing trust and rapport, such as conducting thorough research, active listening, and adapting your communication style to fit their preferences. Provide examples of past experiences where you successfully built and maintained relationships with C-level executives.

Discuss the sales methodologies you are familiar with, such as MEDDPICC or Challenger Sales. Explain how you utilize these frameworks to ensure you maintain a structured approach, from initial contact through closing. Highlight any tools or CRM systems that support your efficiency in tracking sales opportunities and following up with clients.

Here, tell a specific story about a challenging sale, including the obstacles you faced and how you overcame them. Focus on the strategies that led to your success, such as creative thinking, collaboration with your team, or leveraging previous experiences. Make sure to highlight the skills you utilized along the way, such as negotiation or problem-solving.

Explain your criteria for prioritizing prospects, such as their potential value, urgency of needs, or existing relationships. Discuss how you use data and research to identify high-potential accounts and how you create a balanced approach to managing both new and existing clients. Share any tools or strategies you use for territory planning.

Talk about your preparation process, which might include research on your audience, crafting a structured narrative, or incorporating engaging visuals. Highlight the importance of addressing client pain points and tailoring your message to demonstrate how Primer's solutions can address those needs. Mention any feedback you’ve received from clients that underscores the effectiveness of your presentation style.

Discuss your approach to objection handling, which should include active listening, empathizing with the client, and providing clear, factual responses that alleviate their concerns. Share specific examples where you turned objections into opportunities by addressing clients’ needs effectively.

Provide an overview of your experience with contract negotiations, emphasizing your understanding of legal terms and conditions, as well as the importance of stakeholder alignment. Discuss a specific negotiation you conducted, focusing on the strategies you employed to reach an agreement that satisfied both parties.

Express your commitment to continuous learning through methods such as attending industry conferences, subscribing to relevant publications, or engaging in professional networking groups. Provide examples of how staying informed has positively impacted your sales strategy or your understanding of client needs in the DoD sector.

Articulate your passion for AI and its applications in enhancing national security, highlighting what excites you about Primer's mission. Discuss how the company’s values align with your professional goals and how you see yourself fitting into their innovative sales culture while making a meaningful impact on high-stakes projects.