Today
Top Secret/SCI
Mid Level Career (5+ yrs experience)
Business - Sales
Reston, VA (On-Site/Office)
DOD/IC ACCOUNT EXECUTIVE
Location: ONSITE, Reston, VA
The Account Executive (Mid-Level) is a growth-focused business leader responsible for driving new revenue in the Department of Defense (DoD) and Intelligence Community (IC). This role is accountable for meeting annual sales targets by aggressively identifying, qualifying, and capturing new business opportunities. The Account Executive will own the full business development lifecycle — from opportunity identification through capture and award — leveraging deep customer relationships, market intelligence, and competitive strategies to win.
RESPONSIBILITIES:
Business Development & Sales Execution
Deliver annual new business bookings and revenue targets as defined by corporate growth goals.
Own the capture lifecycle: qualify opportunities, develop win themes, build teams, manage gate reviews, and lead capture to award.
Aggressively pursue opportunities within existing contract vehicles and seek entry into new vehicles.
Drive proposal efforts in collaboration with capture/proposal teams, ensuring compliant, high-quality, and winning submissions.
Customer & Partner Engagement
Build and expand trusted relationships with decision-makers, influencers, and acquisition officials across DoD and IC.
Proactively engage customers to shape requirements before RFP release.
Develop strategic teaming arrangements to strengthen competitive positioning and fill capability gaps.
Represent the company at high-impact customer meetings, industry events, and forums to increase visibility and influence.
Market & Account Strategy
Own and execute an account plan that identifies top pursuits, revenue targets, and competitive strategies.
Monitor market trends, acquisition timelines, and competitor activity to inform tactical capture moves.
Provide actionable intelligence to leadership to guide bid/no-bid decisions and investment priorities.
REQUIREMENTS
Qualifications
Related Experience:
Education & Experience
Bachelor’s degree in Business, International Relations, Engineering, or related field (Master’s preferred).
5–8 years of experience in federal business development, capture, or sales, with at least 3 years supporting DoD/IC markets.
Proven record of delivering annual sales/new business wins exceeding $10M+ in competitive environments.
Knowledge & Skills
Strong knowledge of DoD/IC missions, federal acquisition processes, and procurement regulations (FAR/DFARS).
Expertise in capture management and proposal development, with a track record of competitive wins.
Established network of customer and industry contacts across priority DoD and IC accounts.
Excellent persuasion, negotiation, and closing skills; able to build coalitions and influence stakeholders.
Proficiency with CRM systems and pipeline management best practices.
Clearance
Active TS/SCI clearance required; CI or Full-Scope Polygraph strongly preferred (or ability to obtain).
Expected Performance Outcomes
Revenue Achievement: Consistently meet or exceed annual sales quotas and new contract award targets.
Pipeline Development: Build and maintain a robust, qualified pipeline at least 3x annual quota.
Capture Excellence: Lead winning captures with measurable improvements in proposal hit rate.
Customer Penetration: Establish the company as a trusted, go-to partner in priority DoD and IC accounts.
Strategic Growth: Secure footholds in new mission areas, agencies, and contract vehicles to expand market share.
About INCATech LLC
INCATech is an award-winning small business that has over 14 years of experience supporting the US Government. We provide both Professional Services as well as Transformational Software Solutions for our customers. Our deep technical expertise in Geospatial Information Systems, Enterprise Data Management, User-Centered Design, Cloud & Platform Services, and a wide range of Acquisition Support Services will provide your career the boost you have been looking for. Our culture is based on empowering our staff and customers with knowledge and tools to achieve mission success and career advancement.
Benefits
INCATech offers a competitive comprehensive benefits package. Our most valuable asset at INCATech is our people. Our benefits package is designed to help and safeguard our employees and their families. We provide a variety of life and family benefits to meet a variety of demands. Benefits include: Health, Dental, 401K, Vision, Paid Time Off, Life Insurance etc.
INCATech is an
Equal Opportunity Employer.
Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law.
Location: ONSITE, Reston, VA
The Account Executive (Mid-Level) is a growth-focused business leader responsible for driving new revenue in the Department of Defense (DoD) and Intelligence Community (IC). This role is accountable for meeting annual sales targets by aggressively identifying, qualifying, and capturing new business opportunities. The Account Executive will own the full business development lifecycle — from opportunity identification through capture and award — leveraging deep customer relationships, market intelligence, and competitive strategies to win.
RESPONSIBILITIES:
Business Development & Sales Execution
Deliver annual new business bookings and revenue targets as defined by corporate growth goals.
Own the capture lifecycle: qualify opportunities, develop win themes, build teams, manage gate reviews, and lead capture to award.
Aggressively pursue opportunities within existing contract vehicles and seek entry into new vehicles.
Drive proposal efforts in collaboration with capture/proposal teams, ensuring compliant, high-quality, and winning submissions.
Customer & Partner Engagement
Build and expand trusted relationships with decision-makers, influencers, and acquisition officials across DoD and IC.
Proactively engage customers to shape requirements before RFP release.
Develop strategic teaming arrangements to strengthen competitive positioning and fill capability gaps.
Represent the company at high-impact customer meetings, industry events, and forums to increase visibility and influence.
Market & Account Strategy
Own and execute an account plan that identifies top pursuits, revenue targets, and competitive strategies.
Monitor market trends, acquisition timelines, and competitor activity to inform tactical capture moves.
Provide actionable intelligence to leadership to guide bid/no-bid decisions and investment priorities.
REQUIREMENTS
Qualifications
Related Experience:
Education & Experience
Bachelor’s degree in Business, International Relations, Engineering, or related field (Master’s preferred).
5–8 years of experience in federal business development, capture, or sales, with at least 3 years supporting DoD/IC markets.
Proven record of delivering annual sales/new business wins exceeding $10M+ in competitive environments.
Knowledge & Skills
Strong knowledge of DoD/IC missions, federal acquisition processes, and procurement regulations (FAR/DFARS).
Expertise in capture management and proposal development, with a track record of competitive wins.
Established network of customer and industry contacts across priority DoD and IC accounts.
Excellent persuasion, negotiation, and closing skills; able to build coalitions and influence stakeholders.
Proficiency with CRM systems and pipeline management best practices.
Clearance
Active TS/SCI clearance required; CI or Full-Scope Polygraph strongly preferred (or ability to obtain).
Expected Performance Outcomes
Revenue Achievement: Consistently meet or exceed annual sales quotas and new contract award targets.
Pipeline Development: Build and maintain a robust, qualified pipeline at least 3x annual quota.
Capture Excellence: Lead winning captures with measurable improvements in proposal hit rate.
Customer Penetration: Establish the company as a trusted, go-to partner in priority DoD and IC accounts.
Strategic Growth: Secure footholds in new mission areas, agencies, and contract vehicles to expand market share.
About INCATech LLC
INCATech is an award-winning small business that has over 14 years of experience supporting the US Government. We provide both Professional Services as well as Transformational Software Solutions for our customers. Our deep technical expertise in Geospatial Information Systems, Enterprise Data Management, User-Centered Design, Cloud & Platform Services, and a wide range of Acquisition Support Services will provide your career the boost you have been looking for. Our culture is based on empowering our staff and customers with knowledge and tools to achieve mission success and career advancement.
Benefits
INCATech offers a competitive comprehensive benefits package. Our most valuable asset at INCATech is our people. Our benefits package is designed to help and safeguard our employees and their families. We provide a variety of life and family benefits to meet a variety of demands. Benefits include: Health, Dental, 401K, Vision, Paid Time Off, Life Insurance etc.
INCATech is an
Equal Opportunity Employer.
Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law.
group id: 10447464
