Account Executive – OSD & CENTCOM

Who we are:

Raft (https://teamraft.com) is a customer-obsessed non-traditional small business with a purposeful focus on Distributed Data Systems, Platforms at Scale, and Complex Application Development, with headquarters in McLean, VA. Our range of clients include innovative federal and public agencies leveraging design thinking, cutting edge tech stack, and cloud native ecosystem. We build digital solutions that impact the lives of millions of Americans.

About the role:

The Account Executive will be responsible for driving business growth within the Office of the Secretary of Defense (OSD) and the U.S. Central Command (CENTCOM). This role entails identifying, capturing, and managing strategic opportunities within the federal sector, particularly focusing on contracts valued between $5M and $50M. The Account Executive will play a pivotal role in shaping and executing capture strategies, fostering customer relationships, and securing competitive wins.

What we are looking for: 

• Develop and execute comprehensive account strategies for OSD and CENTCOM to expand business opportunities.
• Track and manage bid opportunities that align with company growth objectives and have been identified as qualified by Business Development and Sales.
• Collaborate with internal teams to shape RFPs, strengthen customer engagement, and identify organizational strengths and weaknesses in pursuit of key opportunities.
• Assess bid opportunities and make strategic bid/no-bid recommendations with supporting rationale.
• Provide executive-level updates on key pursuits, challenges, and competitive positioning.
• Ensure compliance with all applicable Federal Regulations and Procurement Integrity laws.
• Align market intelligence with strategic win themes and business goals.
• Identify customer requirements and tailor solutions to meet mission needs.
• Develop strategic capture plans, including competitive analysis, win themes, resource allocation, program timelines, risk assessments, and return-on-investment projections.
• Conduct in-depth competitive analysis and refine overall bid and pricing strategies.
• Identify, establish, and manage teaming partnerships, including negotiation of teaming agreements and statements of work.
• Develop risk-mitigation strategies to enhance the probability of success.
• Collaborate with pricing teams to develop competitive pricing models.
• Supervise and coordinate with Proposal Managers to ensure proposal alignment with strategic objectives.
• Communicate capture strategies effectively to proposal teams and leadership.
• Provide executive-level input into proposal development, including crafting executive summaries and key proposal content.
• Motivate and engage cross-functional teams to drive proposal success and ensure optimal performance through contract award.

Minimum Qualifications:

• Bachelor’s degree or equivalent work experience.
• Minimum of 4 years of successful account management or capture management experience within the federal sector, with a focus on defense and national security agencies.
• Strong understanding of OSD and CENTCOM procurement processes, key stakeholders, and mission objectives.
• Exceptional project management, time management, and interpersonal skills.
• Demonstrated ability to lead and inspire both local and virtual teams.
• Deep knowledge of federal procurement regulations and the government acquisition lifecycle.
• Proven track record in developing and executing winning capture strategies.
• Strong negotiation and relationship management skills.
• Excellent written and verbal communication skills.
• Experience in developing and managing high-value proposals in a competitive environment.

Clearance Requirements:

• Ability to obtain and maintain a Top Secret clearance

Work Type:

• Remote
• Ability to travel up to 50%

Salary Range:

• $200,000 - $250,000 
• The determination of compensation is predicated upon a candidate's comprehensive experience, demonstrated skill, and proven abilities

What we will offer you:  

• Highly competitive salary 
• Fully covered healthcare, dental, and vision coverage 
• 401(k) and company match 
• Unlimited PTO + 11 paid holidays 
• Education & training benefits 
• Annual budget for your tech/gadgets needs 
• Monthly box of yummy snacks to eat while doing meaningful work 
• Team off-site in fun places! 
• Generous Referral Bonuses 
• And More!

Our Vision Statement:  

We bridge the gap between humans and data through radical transparency and our obsession with the mission.

Our Customer Obsession:

We will approach every deliverable like it's a product. We will adopt a customer-obsessed mentality. As we grow, and our footprint becomes larger, teams and employees will treat each other not only as teammates but customers. We must live the customer-obsessed mindset, always. This will help us scale and it will translate to the interactions that our Rafters have with their clients and other product teams that they integrate with. Our culture will enable our success and set us apart from other companies.

How do we get there?

Public-sector modernization is critical for us to live in a better world. We, at Raft, want to innovate and solve complex problems. And, if we are successful, our generation and the ones that follow us will live in a delightful, efficient, and accessible world where out-of-box thinking, and collaboration is a norm.

Raft’s core philosophy is Ubuntu: I Am, Because We are. We support our “nadi” by elevating the other Rafters. We work as a hyper collaborative team where each team member brings a unique perspective, adding value that did not exist before. People make Raft special. We celebrate each other and our cognitive and cultural diversity. We are devoted to our practice of innovation and collaboration.

We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.