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Senior Account Executive
About us
One team. Global challenges. Infinite opportunities. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. For more than 35 years, Viasat has helped shape how consumers, businesses, governments and militaries around the globe communicate. We’re looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.
What you'll do
Act as a trusted advisor and strategic consultant, guiding clients through complex decisions by aligning solutions to measurable business outcomes and long-term value creation.
Ensure data integrity and operational excellence within CRM systems, establishing best practices for account documentation, pipeline visibility, forecasting accuracy, and executive reporting.
Lead cross-functional collaboration with sales, marketing, product, and operations teams to design and execute integrated go-to-market strategies that drive retention, expansion, and net revenue growth.
Maintain deep expertise in the full portfolio of products and services, leveraging insights to identify, architect, and lead sophisticated upsell and cross-sell initiatives aligned with client priorities and enterprise goals.
Stay actively informed on market dynamics, competitive landscape, and industry trends, translating insights into strategic recommendations and differentiated client value propositions.
Own and drive account-level performance and organizational objectives, including revenue growth, client satisfaction, retention, and expansion, while ensuring alignment with industry best practices and corporate governance standards.
Apply a rigorously data-driven approach to opportunity evaluation, forecasting, performance analysis, and strategic planning, providing actionable insights to senior leadership and stakeholders.
Mentor and support junior team members as needed, setting standards for client engagement excellence, strategic thinking, and professional development.
The day-to-day
- Handles inquiries and requests from customers and address their needs
- Stay on top of all accounts, making sure to understand their priorities, budgets, and procurement timelines
- Meet regularly with other team members to discuss progress and find new ways to improve business
- Maintain currency of the CRM database to ensure all upward reporting remains up to date
- Identify upsell, cross-sell, and renewal opportunities and communicate with the rest of the sales and marketing team regularly
- Solve problems for clients by understanding and exceeding their expectations
- Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
- Participate in brainstorming, office activities, staff meetings, and client meetings; research and assist with program development for existing clients and new prospects
- Perform prospecting activities such as attending industry trade conferences and networking
- Follow up with clients regularly to ensure needs are being met and to identify opportunities
- Maintain (within CRM) a database of current clients, potential prospects/leads, and partners
What you'll need
- This position is a US Government sales position.
- A minimum of a US Secret Clearance
- 10 years professional experience in a sales or customer service role
- Experience using or selling communications or networking equipment
- Ability to multitask and juggle several responsibilities simultaneously
- Strong written and verbal (presentations/briefings) communication skills
- Excellent organizational skills and attention to detail
- Ability to manage multiple accounts while seeking new opportunities
- Ability to understand client needs and negotiate deals
- Proficiency with CRM software and an aptitude for learning new systems
- Must be able to travel (domestically and internationally) up to 50 percent of time and more if needed
- Location is flexible
What will help you on the job
- Top Secret Clearance Preferred but not required
- Established defense security industry contacts
- Proven track record of meeting or exceeding quotas and receiving positive customer feedback
- Proficiency with common customer success and customer relationship management software, such as Salesforce
- Professional certification in related field (i.e. CISSP)
- Bachelor’s degree (or equivalent) in business or related discipline
Salary range
$135,000.00 - $213,000.00 / annually. For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $167,500.00- $251,500.00/ annually
At Viasat, we consider many factors when it comes to compensation, including the scope of the position as well as your background and experience. Base pay may vary depending on job-related knowledge, skills, and experience. Additional cash or stock incentives may be provided as part of the compensation package, in addition to a range of medical, financial, and/or other benefits, dependent on the position offered. Learn more about Viasat’s comprehensive benefit offerings that are focused on your holistic health and wellness at https://careers.viasat.com/benefits.
EEO Statement
Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic. If you would like to request an accommodation on the basis of disability for completing this on-line application, please click here.
