Senior Account Executive, IC Customer (TSSCI)

This role is a 50/50 Split. The Salary Range listed is of the On Target Earnings for the Year.

Vantor is seeking a visionary Senior Account Executive to help expand within a key Intelligence Community customer. This is a strategic business role focused on furthering Vantor's geospatial intelligence solutions as mission-critical capabilities within specific functional areas. You will pioneer new use cases and build transformative partnerships that embed Vantor's capabilities and products with a focus on growing our business, supporting the customer's intelligence mission, and developing new growth areas with a focus on emerging operational initiatives.


You will be responsible for identifying new opportunities, building relationships from the ground up, and closing multi-million-dollar contracts that establish Vantor's strong partnership with this IC Customer. This role is based in the Washington D.C. metro area.



What You'll Be Doing:

Pioneer New Opportunities: Identify, qualify, and capture net-new program opportunities across the IC Customer focusing on commercial analytics, operational support, intelligence operations, and untapped mission areas and emerging operational requirements associated with geospatial initiatives.
Strategic Hunter: Execute disciplined outbound prospecting, cold outreach, and senior level engagement to strengthen and establish relationships within offices where Vantor has limited presence. Translate the complexities of geospatial intelligence into clear, mission-critical value for IC stakeholders who may be new to Vantor, our data, our capabilities, and our products.
Mission-Driven Evangelism: Demonstrate how Vantor's spatial intelligence solutions enable critical intelligence missions including those associated with commercial analytics, AI/ML initiatives, and foundational intelligence requirements.
Complex Deal Leadership: Structure and negotiate million-dollar strategic contracts for data access, analysis services, and platform integration, leading highly complex, multi-stakeholder deals through the federal acquisition process.
Capture & Proposal Excellence: Lead the development of compelling proposals and capture strategies for large-scale federal contracts, ensuring that Vantor's unique capabilities are clearly aligned with IC Customer operational requirements and mission priorities.
Partnership Development: Partner with DoD and other IC elements to understand operational requirements and work to drive requirements to/from the IC Customer.
Product Collaboration: Work closely with Vantor's product and engineering teams to provide market feedback from IC Customer stakeholders that will shape the future of our mission-focused solutions.
Disciplined Execution: Implement sales best practices and MEDDPICC methodology to drive disciplined execution, rigorous qualification, and pipeline growth.
Market Intelligence: Analyze IC Customer budgets, strategic plans, procurement forecasts, and operational priorities to identify new growth opportunities and develop targeted business plans.
Pipeline Management: Build and manage a robust pipeline of new business opportunities, providing accurate forecasting and reporting on key performance indicators using Salesforce.
Industry Leadership: Represent Vantor at industry conferences, regional intelligence forums, and customer executive briefings to establish thought leadership and build market presence.
Minimum Requirements:

Bachelor's degree
Active TS/SCI clearance
5+ years of experience in new business development or complex solution sales within the U.S. Federal Government market, with demonstrated success hunting and closing large deals.
Proven track record of building relationships from scratch and establishing presence in white space accounts.
A fundamental understanding of geospatial data, satellite imagery, and its application in Intelligence Community and national security operations.
Strong existing network within the Intelligence Community and its component agencies, with proven ability to access and influence key decision-makers.
Demonstrated success in capturing large, complex government contracts as new business, including experience leading multi-stakeholder deals through the acquisition process.
Preferred Qualifications:

Master's degree in a technical field such as Geography, GIS, Remote Sensing, Engineering, Emergency Management, Homeland Security, or Computer Science.
8+ years of new business development experience with a proven track record of exceeding targets in the federal sector.
Exceptional communication skills; ability to articulate complex technical concepts to both operational staff and C-level executives.
High level of organization, planning, and a proven ability to sell a technical vision.
Clear understanding of the federal enterprise sales process for technical products and solutions.
Proven knowledge and experience managing a sales pipeline within Salesforce.
Deep knowledge of the federal acquisition process, including experience with Intelligence Community contract vehicles, procurement methods, and buying behaviors.