Federal SaaS Account Executive

Key Skills

Aartificial intelligence, Analytical and Problem solving, Big Data Technology, Effective communication skills, Machine learning techniques, Natural Language Processing (NLP), Planning and organization

Job Description

Candidates must have experience selling products or tools in the AI/ML software space and possess strong communication skills. Having technical acumen in AI/ML, Knowledge Management or NLP and consulting experience in knowledge management markets along with AI and ML principles and practices will be an advantage. This person will have proven abilities to work jointly with Solution Engineers and development teams enabling the next generation of efficiencies and products leveraging AI and Conversational Language Processing. A strong work ethic, hunter mentality, agility, and the ability to work under pressure are essential.

In This Role, You Will:

• Drive new business within US Government and federal divisions in citizen or internal government applications through strong partner and customer contacts
• Develop, maintain, and execute a strategic federal sales plan with results.
• Research and identify prospects and targets within the federal or government space based on Pryon’s Ideal Client Profile.
• Create, send, track, and optimize email templates for prospecting and lead nurturing.
• Promote Pryon in many established government forums, seminars, and conferences
• Collaborate with the extended team to drive adoption, customer success, and feedback on future product enhancements.
• Achieve personal sales quota both for bookings and new government division acquisition.
• Develop and actively maintain sales forecasts.
• Maintain customer, opportunity, and forecast detail in the CRM system (SalesForce) as directed by Chief Revenue Officer
• Rapidly follow up and qualify all inbound leads and provide assistance to customers who wish to engage and prove Pryon’s product value.
• Manage all steps in the sales process including qualification, demos, proposals, securing required contract paperwork, and coordinating with the customer support team to drive ongoing success and adoption.
• Consult and be a trusted advisor for existing and prospective clients specifically in NLP, chatbot, or knowledge management while being a key mindful contributor to the sales and engineering team
• Synthesize sales strategy with Solution Engineering to set a strategic direction for each client and priority for Pryon.

What You'll Need to Be Successful:

• Must have 6-10 years of documented success selling complex enterprise software to the US Government, preferably the IC & DOD
• Government-issued clearances are a strong plus
• Strong technical expertise including deep industry knowledge aligned with groups within the federal government
• A successful AE will be expected to drive business through their experience, including previously established relationships.
• 3+ years of documented success selling complex enterprise software to groups in the federal government
• Must have experience negotiating large transactions personally and have been instrumental in closing those deals. A track record of quota overachievement and ability to deliver consistently against targets.
• Knowledge of publicly available information and social media utilization efforts of public sector organizations, including federal agencies, law enforcement, emergency management, public information, and/or public health.
• Ability to present clear value propositions via excellent communication skills in these forms: customer conversations; company and product presentations; written communications such as email and proposals.
• Strong solution selling skills of a highly technical product with the ability to demonstrate strong product knowledge.
• Adept at delivering against targets and business objectives while devising and operating within a strategic business plan.
• Strong technical acumen: ability to quickly grasp and understand technical product capabilities and present them to senior-level public sector clients.
• Experience with and understanding of AI and Machine Learning, Big Data, and/or analytics is a big plus.
• Exemplary written and oral communication skills.
• Excellent interpersonal, planning, and organizational skills.
• Strong track record of quota achievement in a high-velocity selling environment.
• Bachelor’s degree required.
• Pre-existing knowledge, and technical acumen in one or more of the following spaces:
• AI/ML products in a known discipline
• Knowledge management, enterprise search engines
• Chatbots, collaboration, IVRs
• Natural Language Processing (NLP), IRQA (Information Retrieval Question Answer)
• Comfortable working in a startup environment

Goals

• Manage the weekly progression of clients and prospects through Pryon’s known sales stages
• Ability to create and meet weekly objectives and metrics around pipeline and forecast
• Manage and maximize time with an 85% or greater win rate
• Orchestrate a remote and matrixed team of highly skilled solution engineers and developers to assist with opportunities considering the importance of the most probable opportunities.
• Achieve quarterly and annual sales targets.

$150,000 - $350,000 a year

Actual cash compensation may vary depending on factors including, but not limited to, location and experience. The range listed is just one component of Pryon's compensation package.