Senior Account Manager - SoCal

As a Senior Account Manager, you will be focused on the Department of Defense (DOD), you will be responsible for driving strategic sales initiatives, building strong client relationships within the DOD ecosystem, and delivering IT solutions that meet mission-critical needs. This is a player-coach role that requires both individual sales execution and the ability to grow and potentially lead a high-performing team of account managers as the business scales. Success in this role requires a deep understanding of government procurement processes, federal IT priorities, and the ability to translate complex business requirements into technical solutions.

What Makes a Successful DOD Client Executive:

Proven ability to quickly build trust with federal clients and understand their mission needs. Strong collaboration skills, with the ability to work cross-functionally and communicate effectively across all levels of an organization. Ability to deliver results under pressure, manage complex sales cycles, and overcome procurement and organizational hurdles. Proven track record of meeting and exceeding sales targets through a strong network and disciplined sales execution.

Job Responsibilities:

Sales Execution:

• Execute a targeted sales strategy to identify, qualify, and win opportunities within assigned DOD accounts.

• Develop new business through multiple marketing and sales techniques including but not limited to in-person meetings, and strategic engagement with OEMs, partners, and system integrators.

• Build and maintain a strong understanding of customer missions, procurement cycles, and funding timelines.

• Consistently meet or exceed annual revenue and gross margin targets.

• Partner closely with inside sales teams to drive revenue growth and maintain high customer satisfaction.

• Ensure accurate forecasting and pipeline development through CRM tools and internal systems.

• Prepare and deliver high-quality proposals, presentations, and sales documentation aligned to customer requirements.

Leadership, Team Development, and Go-to-Market Strategy:

• Operate in a player-coach capacity, driving individual sales while helping to build and scale a high-performing DOD-focused account team from the ground up.

• Play a key role in shaping the federal go-to-market strategy by identifying gaps in coverage, aligning talent to opportunity, and defining the structure needed to support long-term growth.

• Recruit, onboard, and mentor new account managers as the business expands, fostering a culture of accountability, collaboration, and mission-driven execution.