Senior Account Executive, Defense

The Senior Account Executive will be responsible for prospecting, qualifying and generating new business for existing federal and defense customers. This will include developing an understanding of their need for prototype parts through to sustainment needs. You will demonstrate a higher understanding of our value proposition and grow the B2G segment of our business.

This role is ideal for candidates who are achievement-oriented and will think outside-the-box to exceed annual sales goals through strong collaboration with partners and internal stakeholders. The ideal candidate is success-driven, is capable of multi-tasking, can lead a cross-functional team, and enjoys a dynamic and evolving environment. In this role, you will be an integral part of the Xometry sales team, spending your days in constant communication with teammates, internal stakeholders, and customers, all while developing or strengthening a deep understanding of the 50 billion dollar addressable market within the U.S. for custom manufacturing.

Responsibilities:

• Sales of technical products and services to defense and federal customers
• Strategic revenue growth of federal customers
• Initiating and building relationships with engineering staff, program management, procurement and executive management
• Setting up sales calls for company executives and engineers with prospective clients and qualify potential leads
• Possess an understanding of the complex federal procurement and contracting processes, including the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Work with technical staff and other internal colleagues to meet customer needs
• Ensure that data is accurately entered and managed within the companys CRM or other sales management system
• Ensure all team members represent the company in the best light
• Ability to propose winning solutions and negotiate contract terms
• Participate in ongoing training and mentoring programs
• Understand the companys goal and purpose to continually enhance the companys performance.
• Performs all work in compliance with Xometry's quality and safety systems, policies and procedures

Qualifications:

• 7+ years of experience in federal acquisition, either in government or in industry - Navy or Air Force experience is preferred.
• 2+ years of sales experience in a closing and quota carrying role
• 2+ years of experience selling technical products or services in the manufacturing space
• Knowledge of government contracting and procurement processes
• A demonstrated knowledge of manufacturing or engineering is highly preferred
• Ability to travel up to 30-50% of the time
• High proficiency with in-person and virtual presentations with customers
• Proficiency in programs such Google Suite, Microsoft Office Suite, Zoom/WebEx/GoToMeeting
• CRM experience with Salesforce or similar systems
• Prospecting and sales planning skills
• Excellent communication and presentation skills; written and verbal
• Strong negotiation skills and results driven
• Ability to work well in a fast-paced high growth environment
• Bachelors degree required in Business, Engineering, or related field or equivalent years or experience in the field

The estimated base salary range for new hires into this role is $125,000-135,000 annually + commission depending on factors such as job-related skills, relevant experience, and location. We also offer a competitive benefits package, including 401(k) match, medical, dental and vision insurance; life and disability insurance; generous paid time off including vacation, sick leave, floating and fixed holidays, maternity and bonding leave; EAP, other wellbeing resources; and much more.