Enterprise Account Executive - DoD
We are currently seeking an Account Executive, U.S. Government & Defense to join ARIS in the USA.
In this role, you will be responsible for acquiring new business, driving revenue growth, and expanding ARIS's presence across the U.S. Government and Department of Defense market. You will build and manage relationships with senior government and defense stakeholders, develop qualified opportunities, and position ARIS's Process Intelligence, Process Mining, Business Process Analysis, GRC, Enterprise Architecture, and Agentic AI capabilities against complex mission and transformation requirements.
This is a strategic, consultative sales role for an experienced enterprise software seller who understands the U.S. Government and DoD landscape, has an established network of relationships, and knows how to navigate complex procurement environments. You will act as a trusted advisor to customers while owning the full sales cycle from prospecting and qualification through negotiation and close.
We can hire in the following states/districts only: Delaware, Florida, Georgia, Illinois, Indiana, Maryland, Massachusetts, Michigan, New Hampshire, New Jersey, North Carolina, Ohio, Oklahoma, Pennsylvania, South Carolina, Texas, Virginia, Washington DC (District of Columbia), and West.
Essential Functions
Own and execute a targeted sales strategy for the U.S. Government and Department of Defense, with a particular focus on the Army, Navy, Air Force, and related government agencies
Drive net-new revenue through enterprise software and SaaS sales across the U.S. Government and DoD market
Leverage established relationships and networks across government and defense organisations to generate qualified opportunities and build pipeline
Develop and manage a healthy pipeline of strategic opportunities, from initial prospecting through qualification, negotiation, and close
Position ARIS's Process Intelligence, Process Mining, Business Process Analysis, GRC, Enterprise Architecture, and Agentic AI capabilities against customer mission requirements
Act as a strategic advisor to senior government and defense stakeholders, including C-level and executive decision-makers
Understand government operating models, mission requirements, procurement processes, contracting structures, and buying cycles
Identify opportunities where ARIS can improve process visibility, operational efficiency, automation, risk management, governance, and digital transformation
Develop compelling, value-based propositions that connect ARIS solutions to measurable business and mission outcomes
Build strong relationships across customer organisations and develop multi-threaded stakeholder engagement strategies
Collaborate closely with Presales, Product, Marketing, R&D, Professional Services, and Operations to develop and close complex opportunities
Lead customer presentations, executive briefings, demonstrations, negotiations, and commercial discussions
Maintain accurate opportunity data, forecasts, and activity within the relevant CRM systems
Stay informed on U.S. Government and DoD priorities, technology initiatives, procurement trends, competitive activity, and market developments
Represent ARIS at relevant government, defense, industry, and customer events
Continuously identify new routes to market, strategic accounts, partners, and opportunities for growth
Minimum Requirements
6+ years of experience in enterprise software, SaaS, technology consulting, or a related field
Proven experience selling enterprise software or SaaS solutions into the U.S. Government and/or Department of Defense
Demonstrated success in a new business hunter and/or enterprise account management role
Consistent track record of meeting or exceeding revenue targets in complex enterprise sales environments
Experience managing long, complex sales cycles involving multiple stakeholders and significant commercial value
Strong enterprise sales methodology and experience with consultative, value-based, and outcome-oriented selling
Established, current relationships across U.S. Government and/or Department of Defense organisations
Strong understanding of the DoD ecosystem, including the Army, Navy, Air Force, and related agencies
Understanding of government procurement, contracting, acquisition processes, and mission requirements
Ability to identify and navigate complex government buying centres and influence multiple stakeholders
Understanding of enterprise transformation, process optimisation, automation, governance, and digital modernisation within government environments
Excellent written, verbal, presentation, and negotiation skills
Nice to Have
Experience selling Process Intelligence, Process Mining, Business Process Management, RPA, GRC, Enterprise Architecture, or related enterprise software
Experience selling AI, Agentic AI, data, automation, or digital transformation solutions
Experience with large, complex enterprise software transactions
Experience working with government systems integrators, technology partners, or defense primes
Experience in a fast-growth SaaS or technology environment
Bachelor's degree in Business, Technology, Engineering, or a related field
Compensation
The annual base salary range for this position is $280,000 – $300,000.
This position is also eligible for a 10% monthly commission plan in accordance with relevant plan documents and award agreements.
Benefits
Company-paid Holidays, Sick Leave, and Vacation
Paid Family Leave and other leaves of absence
Community Service Day
Medical, Dental, Vision, FSA/HSA and Life Insurance
401(k) Plan with up to 5% employer match
Wellness Program
Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%
Work anywhere in your country or abroad for up to 10 days per year
Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment
Employee Assistance Program