Account Executive

About the Company

This unique opportunity is provided by SG2 Recruiting's client & partner, Steel Toad, an innovative organization dedicated to clarifying complexity and driving client success in the federal space. Choosing a new role is as much about the company's mission and values as it is about the daily responsibilities. It is crucial to find a fit where you can believe in the work and the team you are joining.

Our partner, Steel Toad, is a dynamic provider of cloud services, cybersecurity, software development, and CMMC training. Founded in 2019, the company operates on a powerful and straightforward mission: "Simplify. Succeed. Always with integrity." As an Account Executive
, your primary function will be to translate this mission into tangible results for federal contractors.

This is not a typical sales job. This is a strategic opportunity to build a career at the critical intersection of national security, regulatory compliance, and technology. As a foundational member of a high‑growth company's sales engine, you will move beyond transactional sales to become a pivotal player in the new era of government cybersecurity, where compliance is the license to operate.

Your core mission is to solve a critical business problem for government contractors: activating dormant, high‑value federal assets. Within the new, high‑stakes regulatory landscape defined by CMMC 2.0, you will transform these assets into active revenue streams by guiding clients through a market shifting from "unverified self‑attestation" to a rigorous "verify‑then‑trust" framework. You will be a key player helping companies navigate this complex but mandatory transition.

This hybrid position is uniquely structured as a full‑cycle sales role, combining the prospecting duties of a Sales Development Representative (SDR) with the closing responsibilities of an Account Executive (AE). Reporting directly to the Chief Operating Officer (COO), you will serve as a versatile, end‑to‑end sales driver for the organization. Success in this role is a team sport. You will not operate in a silo but will be supported by a team of Sales Engineers (SEs) who will partner with you on complex technical scoping, solution design, and product demonstrations.

• Spearhead Pipeline Generation:
  You will be responsible for hunting for new business opportunities by executing high‑volume, multi‑channel outbound prospecting campaigns.
• Execute Lead Qualification and Discovery:
  You will conduct in‑depth discovery calls to diagnose customer pain points related to CMMC compliance, IT infrastructure, and cloud security, truly understanding their needs before prescribing a solution.
• Manage Opportunity Closure:
  You will drive deals to a successful close by creating and delivering compelling proposals, skillfully handling objections, and negotiating contract terms.
• Maintain Operational Excellence:
  You will uphold meticulous records of all sales activities in the company's CRM. This is not just an administrative task; it is a critical function with legal weight, supporting the annual CMMC compliance affirmation submitted to the government's SPRS database and carrying implications under the False Claims Act.

These qualifications are not a simple checklist; they represent the essential attributes of a professional who can operate with credibility and authority in a high‑stakes, consultative sales environment.

• Sales
  
  Experience:
  
  1–3 years of proven experience in inside sales or business development, which must include direct responsibility for closing deals.
• Core Attributes: A highly self‑motivated "hunter mentality" is essential, combined with strong time management and organizational skills to manage a dynamic pipeline.
• Consultative Communication:
  You must possess the exceptional ability to act as a trusted consultant, articulating complex technical solutions and building trust‑based relationships with multiple stakeholders across long and complex federal procurement cycles.

• Regulatory Triage:
  The ability to rapidly diagnose whether a federal prospect requires CMMC…