NLign Analytics

Account Executive

• Shape and capture program-of-record opportunities.
• Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints.
• Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award.
• Win new software business with DoW.
• Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities.
• Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts.
• Own the territory end-to-end.
• Build, manage, and accurately forecast pipeline across the territory.
• Develop and execute strategic account plans for priority government programs.
• Maintain trusted relationships with senior stakeholders across program offices and depots.
• Navigate DoW acquisition mechanics.
• Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships.
• Translate procurement constraints into executable deal structures.
• Drive product and roadmap input.
• Partner with product and engineering to translate customer problem sets back into the company's roadmap.
• Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory.
• Represent the company externally.
• Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings.
• Maintain accurate and current pipeline, account, and activity data in the CRM.

Senior Account Executive