Account Executive, Mid-Market

Mid-Market Account Executive Job Posting 

TechnoMile is the leading provider of AI-powered software solutions purpose-built for companies that sell to the government. Trusted by government contractors across industry, TechnoMile helps GovCon teams manage the full lifecycle of winning and executing federal, state, and local contracts – from opportunity identification through contract management. With AI-driven insights, automated workflows, and deep domain expertise, TechnoMile is redefining how companies navigate the complexity of doing business with government. 

About the Role 

TechnoMile is seeking a Mid-Market Account Executive to join our Sales team. Reporting to the Vice President, Mid-Market Sales, you'll drive new business growth across mid-sized government contractors, including small and mid-sized Aerospace & Defense firms, professional services companies, and federal integrators that do business with the Federal Government. This is a new-logo hunting role first, with expansion opportunity as customers grow with the TechnoMile platform. 

We believe this role is perfect for someone who has sold business applications into the GovCon, regulated, or federal-adjacent markets and is excited to own a quota-carrying seat with real earning upside. You'll run a faster, higher-velocity sales cycle than our Enterprise team, managing a high volume of opportunities with sophisticated buyers. As part of a company that's building AI-enabled products, we're looking for someone who is comfortable using AI tools to enhance their own work and accelerate outcomes. You'll be part of a culture that values experimentation, continuous learning, and finding smarter ways to win. 

This role is open to candidates located in the Washington, DC metro area, and is a hybrid role reporting to our Tysons Corner, VA office, typically 2-3 days onsite, or otherwise determined by leader and team. 

About the Team 

Our field Sales team is a fast-growing, quota-carrying organization split across Enterprise and Mid-Market segments, all focused on helping GovCon organizations run compliant, efficient revenue operations. Together, we're responsible for landing new logos and expanding existing accounts across a large and underpenetrated market. As part of the Mid-Market team, you'll work alongside fellow Account Executives, with support from Sales Engineering, Marketing, and Revenue Operations. 

What You'll Work On 

• Own an annual quota of ($600K-$800K), built through a mix of inbound and self-sourced outbound pipeline. 

• Land new mid-market accounts (typically $50M-$1B in revenue) with an average deal size of ($75K-$150K), while expanding footprint within your existing customer base. 

• Build and maintain a strong, self-generated pipeline through contextual prospecting and territory/account planning, working in tandem with BDRs and Marketing. 

• Run the full sales cycle from first conversation through close, typically 2-5 months, including discovery, demonstration, business case, proposal, and negotiation. 

• Lead insightful commercial conversations with executive and functional buyers, articulating the business impact of TechnoMile's platform for compliant, efficient GovCon operations. 

• Partner with Sales Engineering on technical discovery, demos, and pilots, and coordinate internal resources across Product and Professional Services. 

• Maintain forecast and CRM discipline, keeping Salesforce and Gong current and delivering accurate forecasts to sales management. 

• Partner within TechnoMile's ecosystem to generate and close business and represent TechnoMile at key industry events and functions. 

• Ramp into territory over your first 90 days: learning TechnoMile's platform and GovCon value proposition, building your account and territory plan, and building a qualified pipeline sized to 4x your quota. 

• Leverage AI and automation tools to sharpen prospecting, account research, and proposal development, and identify opportunities to embed AI into your own workflow for faster, smarter execution. 

What We're Looking For 

• GovCon fluency: Experience selling to Government Contractors, ideally small to mid-sized A&D, professional services, or federal integrators, and a working command of the federal buying process and language. Federal-adjacent or commercial B2B SaaS sellers with the aptitude to learn the GovCon market will be considered. 

• Experience: 4+ years of B2B SaaS sales experience with a track record of meeting or exceeding quota, with a preference for business application sales (e.g., ERP, CRM, CLM, Asset Management) over pure technology/widget selling. 

• Track record: Proven ability to manage a pipeline of concurrent opportunities and move multi-stakeholder deals from first call to close in 2–5-month cycles. 

• Methodology: Familiarity with formal sales methodology (e.g., MEDDIC, Sandler, Strategic Selling, or Solution Selling), with the discipline to apply it consistently to qualify, forecast, and advance opportunities. 

• Approach: A hungry, entrepreneurial, and scrappy approach to pipeline building; you're comfortable with ambiguity and hold yourself to high activity standards. 

• AI fluency: Hands-on experience using generative AI and automation tools to boost personal productivity, with sound judgment on when to lean on AI versus your own instincts with a customer. 

Preferred Qualifications 

• Experience selling to GovCon finance, contracts, business development, or capture teams. 

• Familiarity with GovCon ERP platforms such as Unison, Unanet, Costpoint, or JAMIS. 

• Experience in an outbound-heavy, high-velocity sales environment. 

Our Tech Stack 

You'll work with technologies like: Salesforce, Gong, and standard SaaS pipeline and forecasting tools. 

Will You Thrive at TechnoMile? 

At TechnoMile, we come from many backgrounds, but we're united by our core values and our drive to pursue greater opportunity. Together, we achieve the extraordinary, turning the improbable into possible. 

• Stronger Together: We know it takes people with different backgrounds, distinct experiences, and unique points of view to make our company succeed. We treat one another with trust and respect and work together, knowing we win or lose as a team. We take time to have fun together, share our appreciation for one another, and celebrate achievements. 

• Relentless Customer Focus: Taking care of our clients is our first priority and at the core of everything we do. We listen to our customers and seek to exceed their expectations. We keep our promises, and we acknowledge and learn from mistakes when we make them. 

• Humble, Hungry, and Smart: We are curious and seek to continuously learn. We avoid arrogance, recognizing that our clients, co-workers, and partners bring knowledge and experience that help us achieve our shared goals. We think creatively, devise new approaches to solve problems, and seek to deliver solutions and insights that others cannot. 

• Aim High: We are committed to the highest standards of ethical conduct in all that we do, and we take pride in providing high-quality products and services that we stand behind. 

Why You'll Love Working at TechnoMile 

At TechnoMile, we're passionate about creating an environment where you can succeed, both personally and professionally. Here's what you can look forward to: 

• Work-life Integration: Unlimited PTO, because we trust you to manage your time and get your work done. 

• Competitive Benefits: A 401(k) match, plus health coverage with employer-paid or employer-contributed HSA options. 

• Growth & Development: An annual professional development allowance to support your learning and growth. 

• Where You'll Work: A mix of hybrid and remote roles, with the setup determined by team and position.