Overview:
Ask Sage, a BigBear.ai company, is the leading Generative AI platform that augments the velocity of government and commercial teams with dozens of use cases, from coding to cybersecurity to acquisition to data analysis and beyond. Our secure platform delivers cutting-edge technology that enables teams to focus on strategic initiatives while we take care of the heavy lifting. We are seeking a hungry, aggressive, and results-driven Sales Executive to accelerate revenue growth across the Department of Defense (DoD), Federal Civilian (Fed Civ) agencies, the Intelligence Community (IC), and the Defense Industrial Base (DIB).
What you will do:
- Aggressively pursue new business through direct outreach, existing networks, industry events, and engagement with decision-makers across DoD, Fed Civ, IC, and/or DIB.
- Own the full sales cycle from prospecting through close, emphasizing urgency, deal velocity, and measurable revenue growth.
- Build and maintain a qualified pipeline that consistently exceeds quota coverage requirements.
- Leverage established relationships with stakeholders, program managers, contracting officers, and end users to generate pipeline and accelerate deals.
- Serve as a trusted advisor by understanding customer missions, challenges, buying structures, procurement processes, and decision-making authority.
- Create and execute account and territory plans with defined targets, milestones, and accountability measures.
- Develop account penetration strategies aligned with company objectives, competitive opportunities, and customer priorities.
- Maintain current knowledge of government budgets, procurement vehicles, contract opportunities, policy changes, and Generative AI and SaaS adoption trends.
- Partner with sales, marketing, solutions engineering, product, and capture teams to coordinate account strategies, proposals, messaging, and demonstrations.
- Provide candid customer and market feedback to inform product priorities and go-to-market strategy.
- Meet or exceed sales quotas while maintaining accurate forecasts, disciplined pipeline management, and rigorous CRM hygiene.
- Contribute to a competitive, accountable, and results-oriented sales culture
What you need to have:
- At least five years of enterprise SaaS sales experience, including three years selling directly to DoD, Fed Civ, IC, and/or DIB customers.
- Verifiable record of consistently meeting or exceeding government or defense-sector revenue quotas.
- Established relationships and demonstrated influence within one or more target markets. Candidates must identify specific areas of influence and provide a written plan for generating near-term and sustained revenue.
- Proven success building pipeline from scratch & closing complex, multi-stakeholder deals.
- Strong knowledge of government procurement, budget cycles, and contract vehicles, including GWACs, BPAs, IDIQs, and OTAs.
- Expertise in SaaS sales and subscription- or consumption-based pricing models.
- Excellent communication, presentation, and negotiation skills, including experience engaging senior government and executive leaders.
- Proficiency with CRM and sales performance tools, such as Salesforce or HubSpot
- Ability to travel as needed (up to 50%).
What we'd like you to have:
- Knowledge of Generative AI, large language models, and government or defense applications.
- Relationships with systems integrators and technology partners in the defense ecosystem.
- Active or current DoD security clearance at the Secret level or above.
About BigBear.ai:
BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.
BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.
