Account Executive
Fearless, Baltimore, MD, United States
Account Executive
The Account Executive will play a crucial role in driving revenue growth and expanding our presence in the government contracting sector for assigned accounts. Your Responsibilities in This Role: Organizational and Leadership Role
Consistently predict quarterly sales and achieve sales quotas. Develop and execute account penetration plans for assigned accounts. Find, qualify, develop and shape opportunities to ensure high probability of winning contracts. Lead the preparation and submission of proposals, bids, and quotations in response to government solicitations and requests for proposals (RFPs). Collaborate with internal teams, including delivery (engineering, product, design, etc.) and finance to develop tailored solutions and proposals for government clients. Provide regular updates and reports on sales pipeline, revenue forecasts, and competitive intelligence to management. Maintains a strategic, birds-eye view into all Business Development Pipelines and leverages that knowledge to make recommendations on process improvements that support Fearless' continued growth. Strengthens strategic relationships with peers, leaders, customers, users, and stakeholders, interfacing directly with cross functional stakeholders as a technical SME. Functional Role Develop and execute a strategic sales plan to penetrate government markets and achieve sales targets. Identify key IT and business program and project managers, procurement officers, and other key decision-makers and influencers within target customer accounts, find ways to contact them, initiate contact with them, and then cultivate and maintain relationships with them. Identify and prioritize government contracting opportunities that align with the company's offerings and capabilities. Utilize sales and communications skills to leverage relationships with target customer key decision makers and influencers to determine agency and customer technical and business needs, and align those needs to company capabilities and offerings. Present the company's capabilities as required to persuade customer decision makers and influencers that Fearless has unique offerings and market differentiators with respect to their needs. Prepare and deliver draft performance work statements, statements of work, selection criteria and other acquisition package input to customers to help influence acquisition strategies and requests for quote/proposal. Negotiate contract terms and conditions, pricing, and delivery schedules with government clients to ensure mutually beneficial agreements. Represent the company at industry events, conferences, and trade shows to promote our brand and foster relationships with government stakeholders. Conduct thorough market research and competitive analysis to identify trends, opportunities, and potential threats in the government contracting landscape. Stay abreast of regulatory changes, policy developments, and procurement trends affecting government contracting. Skills and Qualifications We Require at Fearless: Must either possess or have the ability to obtain Public Trust Clearance. Must have at least 5 years of relevant experience. Proven track record of success in sales, business development, or account management within the government contracting sector. Excellent communication skills, both written and verbal, with the ability to articulate complex solutions and effectively persuade and negotiate with government clients. Demonstrated track record and ability to organize, and execute significant capture activities, including building industry teams, assessing win probability, and shaping acquisitions to win business with new and existing customers. Demonstrated analytical and problem-solving and planning skills, with attention to detail and accuracy. Proficiency and discipline using and creating accountability with team members and partners using CRM software (e.g., Hubspot or Salesforce). Ability to establish and maintain solid working relationships and effective communication with technical team members, managers, and peers. Demonstrated skills in communicating technical information to both non-technical and technical customers, as well as in communicating how core technologies translate into customers' critical capabilities. Proven abilities to work collaboratively and think strategically, supported by a team-focused mentality. Willingness to travel as needed. Demonstrated federal BD community experience and connections. In-depth knowledge of government procurement processes, including Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS). Strong understanding of government contract vehicles, such as GSA Schedules, IDIQs, and BPAs. Physical Requirements: Ability to sit for extended periods while working on a computer or during meetings. Must be able to travel occasionally to client sites or company meetings. Ability to communicate effectively via phone, email, and in-person, requiring clear speech, listening, and written communication skills. Ability to move within an office environment, including reaching for files, using office equipment, and occasional light lifting (up to 10 pounds). Life at Fearless We're a digital integration consultancy on a mission to build a better tomorrow. At Fearless, we combine technology, people, and organizational development to solve meaningful problems. Through iterative development, we deliver smart, user-friendly solutions that make tech work betterfor everyone. But great tech is just part of the story. What really makes us Fearless is our Purple Culture. What Makes Us Purple? Are valued as a whole personnot just a job title Get matched with work that plays to your strengths and passions Are supported by coaches, not micromanagers Have the autonomy and clarity to make decisions and drive impact Join a community that celebrates equity, curiosity, and innovation Do work that mattersevery day We believe in flexibility, growth, and balance. Our benefits and culture are designed to support you in doing your best workwhile making space for what matters to you outside of it. We're proud to be an equal opportunity employer. At Fearless, we're building a workplace that welcomes and respects everyoneacross race, gender, age, religion, identity, background, and ability. Compensation at Fearless Fearless is committed to providing a competitive compensation package that will meet your current and future needs. Our philosophy is aimed at rewarding team member contributions, supporting long-term financial growth and security, and overall well-being. We believe in paying people fairly, so we've established a compensation model aimed to ensure everyone at Fearless regardless of race, ethnicity, gender, sexual orientation, disability, religion, age, nationality, or willingness/ability to negotiate is consistently paid fairly based on alignment to the needs and requirements of the role. The salary range for this position is: Minimum Salary: $128,453 Salary Midpoint: $170,200 Maximum Salary: $211,947 Hiring Range for Role: $128,453 - $150,000 *This position is eligible for a commissions plan as part of their compensation package. Benefits at Fearless At Fearless, we take care of our teambecause when you're supported, you can do your best work. We offer a flexible, family-friendly environment with benefits designed to support your health, growth, and life outside of work. For Full-Time Team Members (Starting Day One): Flexible, life-friendly schedules 100% coverage for our medical HSA plan + HSA contributions Dental & vision covered 100% for you and your dependents Competitive premiums for HMO/PPO and dependent coverage 401(k) with 4% match & immediate vesting Paid Parental Leave and 12 weeks paid FMLA Generous PTO, 11 Federal Holidays, a Birthday Holiday, and Sick Leave Up to 15 days for Jury Duty and Bereavement Leave Education, wellness, and tech allowances Referral bonus: $6K$12K for each successful referral Pet insurance & discount plans Employee Assistance Program (EAP)
The Account Executive will play a crucial role in driving revenue growth and expanding our presence in the government contracting sector for assigned accounts. Your Responsibilities in This Role: Organizational and Leadership Role
Consistently predict quarterly sales and achieve sales quotas. Develop and execute account penetration plans for assigned accounts. Find, qualify, develop and shape opportunities to ensure high probability of winning contracts. Lead the preparation and submission of proposals, bids, and quotations in response to government solicitations and requests for proposals (RFPs). Collaborate with internal teams, including delivery (engineering, product, design, etc.) and finance to develop tailored solutions and proposals for government clients. Provide regular updates and reports on sales pipeline, revenue forecasts, and competitive intelligence to management. Maintains a strategic, birds-eye view into all Business Development Pipelines and leverages that knowledge to make recommendations on process improvements that support Fearless' continued growth. Strengthens strategic relationships with peers, leaders, customers, users, and stakeholders, interfacing directly with cross functional stakeholders as a technical SME. Functional Role Develop and execute a strategic sales plan to penetrate government markets and achieve sales targets. Identify key IT and business program and project managers, procurement officers, and other key decision-makers and influencers within target customer accounts, find ways to contact them, initiate contact with them, and then cultivate and maintain relationships with them. Identify and prioritize government contracting opportunities that align with the company's offerings and capabilities. Utilize sales and communications skills to leverage relationships with target customer key decision makers and influencers to determine agency and customer technical and business needs, and align those needs to company capabilities and offerings. Present the company's capabilities as required to persuade customer decision makers and influencers that Fearless has unique offerings and market differentiators with respect to their needs. Prepare and deliver draft performance work statements, statements of work, selection criteria and other acquisition package input to customers to help influence acquisition strategies and requests for quote/proposal. Negotiate contract terms and conditions, pricing, and delivery schedules with government clients to ensure mutually beneficial agreements. Represent the company at industry events, conferences, and trade shows to promote our brand and foster relationships with government stakeholders. Conduct thorough market research and competitive analysis to identify trends, opportunities, and potential threats in the government contracting landscape. Stay abreast of regulatory changes, policy developments, and procurement trends affecting government contracting. Skills and Qualifications We Require at Fearless: Must either possess or have the ability to obtain Public Trust Clearance. Must have at least 5 years of relevant experience. Proven track record of success in sales, business development, or account management within the government contracting sector. Excellent communication skills, both written and verbal, with the ability to articulate complex solutions and effectively persuade and negotiate with government clients. Demonstrated track record and ability to organize, and execute significant capture activities, including building industry teams, assessing win probability, and shaping acquisitions to win business with new and existing customers. Demonstrated analytical and problem-solving and planning skills, with attention to detail and accuracy. Proficiency and discipline using and creating accountability with team members and partners using CRM software (e.g., Hubspot or Salesforce). Ability to establish and maintain solid working relationships and effective communication with technical team members, managers, and peers. Demonstrated skills in communicating technical information to both non-technical and technical customers, as well as in communicating how core technologies translate into customers' critical capabilities. Proven abilities to work collaboratively and think strategically, supported by a team-focused mentality. Willingness to travel as needed. Demonstrated federal BD community experience and connections. In-depth knowledge of government procurement processes, including Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS). Strong understanding of government contract vehicles, such as GSA Schedules, IDIQs, and BPAs. Physical Requirements: Ability to sit for extended periods while working on a computer or during meetings. Must be able to travel occasionally to client sites or company meetings. Ability to communicate effectively via phone, email, and in-person, requiring clear speech, listening, and written communication skills. Ability to move within an office environment, including reaching for files, using office equipment, and occasional light lifting (up to 10 pounds). Life at Fearless We're a digital integration consultancy on a mission to build a better tomorrow. At Fearless, we combine technology, people, and organizational development to solve meaningful problems. Through iterative development, we deliver smart, user-friendly solutions that make tech work betterfor everyone. But great tech is just part of the story. What really makes us Fearless is our Purple Culture. What Makes Us Purple? Are valued as a whole personnot just a job title Get matched with work that plays to your strengths and passions Are supported by coaches, not micromanagers Have the autonomy and clarity to make decisions and drive impact Join a community that celebrates equity, curiosity, and innovation Do work that mattersevery day We believe in flexibility, growth, and balance. Our benefits and culture are designed to support you in doing your best workwhile making space for what matters to you outside of it. We're proud to be an equal opportunity employer. At Fearless, we're building a workplace that welcomes and respects everyoneacross race, gender, age, religion, identity, background, and ability. Compensation at Fearless Fearless is committed to providing a competitive compensation package that will meet your current and future needs. Our philosophy is aimed at rewarding team member contributions, supporting long-term financial growth and security, and overall well-being. We believe in paying people fairly, so we've established a compensation model aimed to ensure everyone at Fearless regardless of race, ethnicity, gender, sexual orientation, disability, religion, age, nationality, or willingness/ability to negotiate is consistently paid fairly based on alignment to the needs and requirements of the role. The salary range for this position is: Minimum Salary: $128,453 Salary Midpoint: $170,200 Maximum Salary: $211,947 Hiring Range for Role: $128,453 - $150,000 *This position is eligible for a commissions plan as part of their compensation package. Benefits at Fearless At Fearless, we take care of our teambecause when you're supported, you can do your best work. We offer a flexible, family-friendly environment with benefits designed to support your health, growth, and life outside of work. For Full-Time Team Members (Starting Day One): Flexible, life-friendly schedules 100% coverage for our medical HSA plan + HSA contributions Dental & vision covered 100% for you and your dependents Competitive premiums for HMO/PPO and dependent coverage 401(k) with 4% match & immediate vesting Paid Parental Leave and 12 weeks paid FMLA Generous PTO, 11 Federal Holidays, a Birthday Holiday, and Sick Leave Up to 15 days for Jury Duty and Bereavement Leave Education, wellness, and tech allowances Referral bonus: $6K$12K for each successful referral Pet insurance & discount plans Employee Assistance Program (EAP)