Mid-Level Account Executive

Technology Advancement Group (TAG) is a veteran-owned systems integrator in Ashburn, Virginia. We design, build and integrate assured positioning, navigation and timing (PNT) hardware and software for the Department of Defense and the companies that build for it. Our products include anti-jam CRPA antennas, horizon-nulling antennas and a miniature M-code GPS receiver. All of them are shipping today, with test data behind them, and our engineers integrate them into the systems our customers already run.

We’re hiring an Account Executive to build and close DoD business across an open territory. You’ll find the customers, run discovery with their engineers and program staff, shape the solution with ours, and close the deal. We sell outcomes, which usually means an integrated solution that draws on several products and sometimes a partner’s capability. You’ll report to the Director of Sales and work on-site in Ashburn with a small team.

There’s no big-company sales machine behind you here, so you’ll help build how TAG sells.

• You bet on yourself. A large share of your pay here is commission, and that’s how you want it. DoD deals take months, so you keep enough in the pipeline to carry you between closes.
• You're curious about the technology. You want to know how a CRPA antenna nulls a jammer and what an M-code receiver changes for the customer, because understanding it is how you sell it. You keep asking engineers questions until the answer makes sense to you.
• You're persistent without wearing people out. You follow up for months, and customers keep taking your calls because each touch gives them something useful.
• You say what you think. You’ll tell a customer when our product isn’t the right fit, and you’ll tell us when a process is slowing you down. You’d rather have the hard conversation now than lose the deal later.
• You care who’s on the other end. Our products go to warfighters who need to know where they are when GPS is jammed or spoofed. You take that seriously, and it shows in how you sell.
• You want to be in the room. You’d rather be on a conference floor or at a test range than behind a screen all day.

• Cold outreach that built pipeline. You’ve built pipeline from nothing using email, phone, Linked In and other digital channels. You can show which sequences and messages got you meetings. You’ve also worked conference floors and industry events, walking up to strangers and leaving with qualified leads.
• Full-cycle deal ownership. You’ve owned deals from first contact to signed contract. Pick one and you can walk us through it: how you qualified it, who the stakeholders were, where it nearly died and what you did to close it. You’ve run deals with several decision-makers and sales cycles that lasted months.
• CRM discipline. You use a CRM to run your own pipeline. You can show how the data told you where to spend your time, which deals were stalling and what your forecast really was.
• Selling a technical solution. You’ve learned a technical product well enough to sell it credibly, and you can explain a solution you sold in plain language. You’ve worked with your own engineers to shape the offer, and you’ve held your own with the customer’s engineers during discovery. It’s a plus if you’ve carried several products at once and matched each one to the right problem.
• Consultative selling. You start with discovery and find the customer’s real problem before you pitch anything. You’ve reshaped a deal, or walked away from one, when your first answer wasn’t the right fit.
• Builder. You’ve helped build a company or team that was still taking shape. When a process didn’t exist, you created it. When something wasn’t working, you said so and fixed it. You can work without…