Enterprise Account Executive – Federal
TCP Software
full-time
Posted on:
Location Type: Remote
Location: Remote • Virginia • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s).
- Drive recurring subscription revenue via new customers within a defined territory.
- Expand current account revenue via cross-sell / upsell from accounts within defined territory.
- Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment.
- Prior experience selling to State & Local Gov’t, K12, and Higher Education a plus.
- Coordinate onboarding of new customers and expansion sales with assigned CSM(s).
- Conduct effective needs assessments across multiple customer groups (technical, business, executive).
- Uncover client key business objectives and challenges, delivering actionable recommendations for improvement.
- Communicate the features and benefits of our niche software products in a consultative manner.
- Perform customized presentations and coordinate product demonstrations with Solutions Consultants.
- Maintain an organized database of accounts, opportunities, and activities.
- Manage, track, and forecast pipeline opportunities with accuracy.
- Develop and maintain ongoing promotion of company capabilities within assigned market segments.
Requirements
- 3–5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales.
- Proven track record closing deals in the $50K–$250K ACV range.
- Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year).
- Experience managing 8–12 active opportunities simultaneously.
- Familiarity working with buyer personas such as IT, Operations, and Finance.
- References that validate both results and relationship-building capabilities.
- Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks.
- Ability to clearly articulate deal strategies and value propositions with examples.
- Demonstrated consultative selling approach versus transactional/product selling.
- Skilled at discovery questioning that uncovers business problems, not just technical requirements.
- Ability to map product features to business outcomes and quantify ROI.
- Understanding of basic financial concepts (ROI, payback period, TCO).
- Experience running 3–6 months sales cycles with multiple customer touchpoints.
- Ability to navigate basic procurement processes.
- Skilled at coordinating internal resources (SEs, CSMs, executives) effectively.
- Demonstrates pipeline hygiene and forecasting accuracy.
- Consistent CRM use with detailed opportunity notes.
- Familiarity with MSAs, redlines, and basic contract negotiations.
- Strong written communication skills for emails, proposals, and presentations.
- Comfortable presenting to director-level stakeholders.
- Can handle objections professionally and without defensiveness.
- Emotional intelligence and ability to read room dynamics effectively.
- Professional presence that quickly builds credibility.
- Familiarity with workforce management, SaaS, or adjacent industries.
- Technical aptitude appropriate for complex software solutions.
- Ability to quickly learn and retain product knowledge.
- Previous B2B SaaS or intangible solution sales experience preferred.
- Growth mindset and openness to feedback.
- Curiosity reflected by thoughtful questions about process, product, and customers.
- Strong alignment with TCP values and collaborative mindset.
- Evidence of teamwork over “lone wolf” approaches.
- Realistic and resilient when facing challenges or setbacks.
- Prolonged periods sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Travel up to 25%.
Benefits
- Competitive salary
- 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
- 8 hours to volunteer and impact the community
- Comprehensive benefits (Health/Dental/Vision/ 401K)
- Employee Choice Pre-Tax Benefit
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesfull-cycle enterprise salessolution sellingMEDDIC frameworkdiscovery questioningpipeline managementCRM usagecontract negotiationfinancial conceptsSaaS sales
Soft skills
consultative sellingrelationship-buildingcommunication skillsemotional intelligenceprofessional presenceteamworkcuriositygrowth mindsetresilienceobjection handling