Reasonable Accommodations
Fearless complies with federal and state disability laws and makes reasonable accommodations for applicants and candidates with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, please email [email protected] to submit a formal request to Human Resources.
Compensation
Our Compensation System is designed to reward remarkable work, grow your impact and support the whole “you” over the course of your career.
We believe in paying people fairly, so we've established a compensation model aimed to ensure everyone at Fearless — regardless of race, ethnicity, gender, sexual orientation, disability, religion, age, nationality, or negotiation skills — is given equal pay for equal work. The salary ranges for this position based on location are listed below. The base pay range is subject to change and may be modified as a part of our annual salary range review.
Salary
Fearless offers a competitive compensation package for Account Executives that includes an equitable base salary and a robust commission program. Total earnings for this role are expected to range from $180,000 to $380,000 on target earnings, with the potential to exceed based on sales performance after ramp-up. Base pay ranges are included below:
- AL, FL, GA, TN Residents: $100,817 (min) - $131,062 (mid) - $161,307 (max)
- NC Residents: $103,935 (min) - $135,115 (mid) - $166,296 (max)
- DE, MD, PA, TX, VA Residents: $109,132 (min) - $141,871 (mid) - $174,610 (max)
- DC Residents: $122,643 (min) - $159,436 (mid) - $196,229 (max)
- CA & NY Residents: $126,800 (min) - $164,841 (mid) - $202,881 (max)
Location
- In-person, hybrid, and remote options are available. Our office is located in Baltimore
Employment Type
Full-Time
What you’ll be doing
The purpose of this role is to identify, pursue, and secure government contracts for our services. This role requires a deep understanding of government procurement processes, excellent communication and negotiation skills, and the ability to build and maintain strong relationships with government agencies and key stakeholders. The Account Executive will play a crucial role in driving revenue growth and expanding our presence in the government contracting sector for assigned accounts.
Responsibilities and Contributions
Organizational and Leadership Role
- Consistently predict quarterly sales and achieve sales quotas.
- Develop and execute account penetration plans for assigned accounts
- Find, qualify, develop and shape opportunities to ensure high probability of winning contracts
- Lead the preparation and submission of proposals, bids, and quotations in response to government solicitations and requests for proposals (RFPs).
- Collaborate with internal teams, including delivery (engineering, product, design, etc.) and finance to develop tailored solutions and proposals for government clients.
- Provide regular updates and reports on sales pipeline, revenue forecasts, and competitive intelligence to management.
- Maintains a strategic, birds-eye view into all Business Development Pipelines and leverages that knowledge to make recommendations on process improvements that support Fearless' continued growth
- Strengthens strategic relationships with peers, leaders, customers, users, and stakeholders, interfacing directly with cross functional stakeholders as a technical SME.
Functional Role
- Develop and execute a strategic sales plan to penetrate government markets and achieve sales targets.
- Identify key IT and business program and project managers, procurement officers, and other key decision-makers and influencers within target customer accounts, find ways to contact them, initiate contact with them, and then cultivate and maintain relationships with them.
- Identify and prioritize government contracting opportunities that align with the company's offerings and capabilities.
- Utilize sales and communications skills to leverage relationships with target customer key decision makers and influencers to determine agency and customer technical and business needs, and align those needs to company capabilities and offerings.
- Present the company’s capabilities as required to persuade customer decision makers and influencers that Fearless has unique offerings and market differentiators with respect to their needs.
- Prepare and deliver draft performance work statements, statements of work, selection criteria and other acquisition package input to customers to help influence acquisition strategies and requests for quote/proposal.
- Negotiate contract terms and conditions, pricing, and delivery schedules with government clients to ensure mutually beneficial agreements.
- Represent the company at industry events, conferences, and trade shows to promote our brand and foster relationships with government stakeholders.
- Conduct thorough market research and competitive analysis to identify trends, opportunities, and potential threats in the government contracting landscape.
- Stay abreast of regulatory changes, policy developments, and procurement trends affecting government contracting.
Essential Skills and Experience
Must-Have Skills
- Proven track record of success in sales, business development, or account management within the government contracting sector.
- Minimum of 5 years of account executive experience within the Department of Defense sector.
- Experience identifying and capturing contracts with a total contract value between $20 to 50 million dollars.
- Must be able obtain a public trust clearance.
- Excellent communication skills, both written and verbal, with the ability to articulate complex solutions and effectively persuade and negotiate with government clients.
- Demonstrated track record and ability to organize, and execute significant capture activities, including building industry teams, assessing win probability, and shaping acquisitions to win business with new and existing customers.
- Demonstrated analytical and problem-solving and planning skills, with attention to detail and accuracy.
- Proficiency and discipline using and creating accountability with team members and partners using CRM software (e.g., Hubspot or Salesforce).
- Ability to establish and maintain solid working relationships and effective communication with technical team members, managers, and peers
- Demonstrated skills in communicating technical information to both non-technical and technical customers, as well as in communicating how core technologies translate into customers’ critical capabilities
- Proven abilities to work collaboratively and think strategically, supported by a team-focused mentality.
- Willingness to travel as needed.
- The holder of this position must be willing to take and pass random drug tests.
Highly Desired Skills and Experience
- Demonstrated federal BD community experience.
- In-depth knowledge of government procurement processes, including Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
- Strong understanding of government contract vehicles, such as GSA Schedules, IDIQs, and BPAs.
- Security clearance or eligibility to obtain one may be required
- Experience working with clients in the Departments of State, Treasury, Commerce, and/or Health and Human Services (HHS)
So, what’s next?
Over the years, we’ve honed our interview process to help ensure that every team member we hire is the right fit for us and that we’re the right fit for them. If we think you’re a good fit, we’ll get in touch and start scheduling your interviews! Depending on the role's/project's requirements, the interview process may include some differences. At the minimum
- Introductory Interview: This is where you and your recruiter will build rapport, explore your career and educational background, discuss salary expectations, role requirements, and set expectations for the interview process, specific to the position of interest.
- Technical Interview (Skills Fit): This is where we get into the nitty gritty of the project. During the Technical Interview, you’ll be interviewed by the technical team to dig more into your background and technical capabilities.
- Business Interview: At this point, you’ve made it to the final frontier! The Business Interview is when you’ll meet with Fearless leadership to dot the i’s, cross the t’s, and determine whether or not we’ll be moving forward with the hiring process.
About Fearless Digital
Fearless Digital builds software with a soul. As a division inside Fearless, we're part of its digital services integrator model to unlock the power of organizations, people and tech. Our division designs, engineers, and delivers digital solutions to solve problems and drive impact. Using iterative development cycles, we minimize risk for our customers and efficiently deliver intuitive and responsive technology. In this way, we help set the stage for tech to work better for people. That's not our only goal, though. We also strive to create a purple culture that makes our team members excited to come to work every day. We take a holistic approach to our people’s well-being, and our culture and benefits are designed to support our people in working the way they like best. We encourage our people to pursue their passions, both in and out of the office. With flexible schedules, continuing education support, and a family-friendly work environment, we’ve created a culture that allows our team to thrive professionally and personally.
Fearless believes in equal opportunity employment. We won’t discriminate against any employee or applicant on the basis of race, gender, nationality, age, religion, disability, military status, or sexual orientation. As a company and as individuals, we’re committed to providing an inclusive and welcoming environment for our team, our family members, our clients, our subcontractors, and our vendors.
Fearless Digital Benefits
Benefits Eligibility:
- Full-time team members are eligible for benefits upon beginning employment at Fearless
- Part-time team members are only eligible for 8.75 days of safe & sick leave
- Interns and 1099 team members are not eligible for Fearless benefits
Our people make us who we are. We believe that every member of the Fearless team has something to share, and we value the unique viewpoint you’ll bring to our community. But we value your community, too, so we offer fulfilling work that stays in balance with the rest of life. Because everyone has different needs, desires, and goals, our benefits offer the choices and flexibility that our team members need to live well and succeed. Here are a few highlights of our benefits package, for full-time team members, exclusively:
- Life-friendly schedules
- Family-friendly workplace
- We cover 100% of your premium for our medical HSA plan + the deductible portion of HSA contributions, 80% of your premium for our HMO or PPO plans, and offer competitive dependent coverage. We cover 100% of dental and vision premiums for you and your dependents and offer medical and dependent care FSA options. We also offer life insurance, short- and long-term disability coverage, and legal planning and support insurance.
- Tech, education / training, and wellness allowances
- Safe Harbor 401(k) plan with employer contributions (current match = 4%) and immediate vesting
- Referral bonus: Bring your friends! If someone you refer is hired, you’ll get a bonus of $6–12k!
- Total Pet Plan
- Employee Assistance Program
- Up 12 weeks of FMLA paid at 100%
- PTO is provided to team members as a lump sum allowance, not an accrual. PTO is prorated based on your start date (see table below) on a quarterly basis (with tenure-based increases), 8.75 days of sick leave, 11 federal holidays, their birthday (8 hours), up to 15 days for jury duty, and up to 3 days (24 hours) of bereavement leave per eligible instance.
| Start Date | PTO Allocation | Allocation Timing |
| Jan 1 - March 31 | 100% | January |
| April 1 - June 30 | 75% | April |
| July 1 - Sept 30 | 50% | July |
| Oct 1 - Dec 31 | 25% | October |