Tangram Flex is seeking a dynamic and results-oriented Senior Account Executive with a focus on Department of Defense (DoD) opportunities in mission systems, digital engineering, and IT transformation. The ideal candidate will have a proven track record in identifying and capturing strategic business opportunities, a strong network within the defense sector, and experience in DoD digital engineering and systems integration. This role requires a combination of technical acumen, sales strategy, communication and relationship-building skills to deliver tailored product-enabled solutions that address the evolving needs of the DoD and the Defense Industrial Base (DIB). A Secret clearance or the ability to obtain one is required. Remote, hybrid, or on-site options available.
What We Do: Tangram is a product-led solutions company named after a puzzle consisting of seven individual, flat pieces that, when put together, form various shapes. Our team and products provide solutions that enable systems and software engineers to design, develop, verify, and advance complex critical systems, while accelerating innovation that advances our nations’ security.
Tangram Flex’s Story Our Mission, Our Purpose, and Our Vision
We are committed to staying rooted in our core value of Team First. For that reason, we've designed a highly competitive benefits program and supportive work environment to engage employees and their families.
➤ Remote/Hybrid/On-site (Headquartered in Dayton, Ohio) work options
➤ Flexible Working Hours and generous Paid Time Off
➤ Employer Paid Medical, Dental, Vision and Short and Long Term Disability Insurance
➤ Access to group rating plans for Life, and Pet Insurance
➤ Employer contribution to HSA
➤ 401K employer match
➤ A work environment and culture that fosters transparency, collaboration and well-being with complimentary snacks, beverages, and engaging employee events for social interaction and knowledge sharing.
POSITION DESCRIPTION /
Tangram Flex's Senior Account Executive leads, orchestrates and executes the activities associated with identifying, creating, shaping, capturing and closing business opportunities within the Department of Defense marketplace that drive top-line revenue growth for the company. The Senior Account Executive develops and sustains deep customer relationships and appropriately aligns company capabilities to customer requirements, enabling mission outcomes and business value. The Senior Account Executive owns the entire lifecycle of a business opportunity from identification/creation to close. This position is critical for driving company growth and delivering mission-critical solutions that reflect our expertise and commitment to supporting national defense and security.
JOB RESPONSIBILITIES /
Primary Responsibilities:
● Identifies, qualifies, and leads sales, business development and capture efforts for defense and mission systems integration, digital engineering, and IT transformation opportunities.
● Develops and executes comprehensive campaign and opportunity capture strategies.
● Conducts customer education and demand-generation activities to create and shape business opportunities.
● Delivers compelling in-person and virtual presentations, performs deep customer discovery, communicates ROI and business value.
● Actively manages an opportunity pipeline to achieve revenue and growth targets in alignment with company objectives.
● Builds and maintains trusted relationships with key DoD and DIB partner stakeholders, including program managers, acquisition officials, decision-makers and executive leadership.
● Serves as the primary point of contact for customers to ensure alignment between their requirements and company capabilities.
● Proactively engages with potential customers to shape requirements and position the company as a trusted partner.
● Conducts market research to identify trends, emerging technologies, and opportunities within mission systems, digital engineering, and IT transformation.
● Develops strategies to position the company as a leader in digital transformation and mission-critical IT solutions.
● Stays current on DoD and Service-level priorities, digital engineering and transformation initiatives, relevant Programs of Record, procurement trends, and key contracting vehicles (e.g., BAAs, IDIQs, OTAs).
● Collaborates with internal technical teams to design innovative, mission-driven solutions that address customer challenges.
● Contributes to proposal efforts by crafting executive summaries, win themes, and solution narratives.
● Provides input on pricing, teaming, and technical approaches to maximize win probability.
● Works closely with internal teams, including engineering, operations, and program management, to ensure solutions meet customer requirements and expectations.
● Fosters relationships with industry partners for teaming and subcontracting opportunities to enhance competitive positioning.
● Participates in business development engagements such as industry days and conferences
● Maintains CRM with key customer and opportunity data - entering, verifying, and maintaining accurate customers/client information
● Supports product roadmap alignment and input with Tangram Flex Product and Engineering teams
DESIRED SKILLS & RESPONSIBILITIES /
Required Skills:
● Bachelor’s degree in Business, Computer Science, Information Technology, or a related field.
● Minimum of 5 years of experience in software sales or business development with a focus on DoD mission systems, systems engineering, digital engineering, software development and IT transformation.
● Possess a current/or recent U.S. Government Security Clearance or the ability to obtain and maintain a U.S. government issued security clearance is required. U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.
● Deep understanding of DoD organization, budgeting and procurement processes, acquisition strategies, and contract vehicles.
● Knowledge of Major Defense Acquisition Programs (MDAPs), Defense Industrial Base (DIB) ecosystem and defense technology trends
● Proven ability to identify, shape, and close opportunities, achieving or exceeding sales goals.
● Strong technical knowledge of digital transformation, systems engineering and IT modernization.
● Exceptional communication, presentation, writing and interpersonal skills.
● Familiarity with using CRM tools (e.g. Zoho)
Preferred Skills:
● Familiarity with Shipley opportunity capture and proposal development methodologies
● Familiarity with modeling languages (i.e. SysML, AADL)
● Familiarity with Open Architectures and Standards (ex. OMS, FACE)
Tangram Flex is an Affirmative Action and Equal Opportunity Employer, and all qualified candidates will receive consideration for employment without regard to race, color, national origin, religion, age, disability status, genetics, protected veteran status, sex, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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