Associate Account Executive - Dod/ic

Associate Account Executive – Federal (DoD/IC)

The Associate Account Executive – Federal (DoD/IC) will support sales and business development efforts by assisting in client outreach, account management, and growth initiatives within the Department of Defense and Intelligence Community. This entry-level role is designed for motivated early-career professionals eager to build foundational expertise in government solutions, DevOps, and secure contract delivery. Working under the guidance of the Director of Sales and senior team members, the Associate AE will contribute to managing a subset of enterprise accounts, prospecting new opportunities, and supporting team sales targets in a collaborative, high-growth environment.

Responsibilities:

• Assist in developing basic strategies for revenue growth within assigned federal accounts.
• Support new business development by identifying and qualifying leads for professional services, managed platform sales, and license renewals.
• Research and learn enterprise business models and priorities through guided analysis and team resources.
• Participate in consultative selling practices, including basic negotiations for smaller deals and renewals.
• Help build and maintain relationships with decision-makers in target organizations.
• Support relationships with public sector leaders under senior mentorship.
• Assist in conducting product demonstrations and preparing sales presentations to highlight solution value.
• Contribute to evaluating government RFI/RFP opportunities and supporting bid preparation.
• Stay informed on industry trends and the competitive landscape through training and team updates.
• Collaborate with marketing and product teams on entry-level messaging and collateral tasks.
• Help draft simple Statements of Work (SOWs) for services proposals.
• Support qualifying and closing new business in the government segment, focusing on smaller logos or expansions.
• Assist in managing opportunities, including resource allocation, pipeline tracking in Salesforce, and sales process support.
• Contribute to preparing weekly sales forecasts and pipeline reports.
• Perform other entry-level duties as assigned.

Qualifications:

• Bachelor's degree in Information Systems, Business Administration, or related field (or equivalent experience).
• 0-2 years of experience in sales, business development, customer success, or government-related roles (internships count).
• Basic understanding of federal business processes, customer relationship management, and DevSecOps principles; eagerness to learn required.
• Willingness to develop skills in shaping strategic initiatives and influencing outcomes.
• Must be able to obtain a security clearance.
• Strong communication and presentation skills, with interest in participating in industry seminars or webinars.
• Good interpersonal skills to handle customer interactions with poise, tact, and diplomacy.
• Ability to recognize basic challenges and suggest solutions under guidance.
• Strong organizational skills to prioritize tasks, manage time effectively, and respond promptly to clients and team members.
• Experience with SalesForce and familiarity with Atlassian products is a plus.

Compensation Overview:

• Travel required <10%: Approximately 1-3 conferences or client engagements per year (estimated 1-2 days each)

Key Position Details:

• Base Salary: $90,000 – $110,000 (annualized; paid biweekly).
• Variable Target: $90,000 - $110,000 (paid monthly based on invoicing the prior month).
• On-Target Earnings (OTE): $180,000 - $220,000 (at 100% quota attainment).
• Ramp Period: First 30-60 days with partial quota relief for any mid-career transition.
• Accelerators: Increased rates above 100% quarterly attainment.

An Equal Opportunity Employer