Overview

Oracle Government, Defense & Intelligence is seeking a talented Enterprise Account Executive to sell licenses for our industry-leading Database and Middleware products—across both on-prem and cloud environments—to clients within the Defense Industrial Base. Based in Reston, VA, this role drives revenue growth by targeting key defense contractors and industrial partners. Join a high-impact team delivering mission-critical solutions to national security customers.

Responsibilities

• Prospect, qualify, and close new business opportunities within the Defense Industrial Base sector.
• Develop and execute strategic account plans to achieve sales quotas for Database and Middleware products.
• Build and maintain strong relationships with C-level executives and key decision-makers at target accounts.
• Conduct product demonstrations, presentations, and proof-of-concepts tailored to defense customer needs.
• Collaborate with sales engineering, product management, and channel partners to deliver compelling solutions.
• Manage the full sales cycle from lead generation through contract negotiation and customer onboarding.
• Stay informed on competitive landscape, industry trends, and regulatory requirements in defense.
• Track sales activities, pipeline, and forecasts using CRM tools to ensure accurate reporting.

Qualifications

• 8+ years of enterprise software sales experience, with proven success in Defense Industrial Base.
• Track record of exceeding quota selling database, middleware, or cloud solutions.
• Deep understanding of defense sector challenges, procurement processes, and compliance standards (e.g., FedRAMP, ITAR).
• Strong business acumen and ability to articulate value of on-prem and cloud deployments.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in Business, Computer Science, or related field; advanced degree preferred.

Benefits

• Competitive base salary plus uncapped commissions and bonuses.
• Comprehensive health, dental, and vision insurance coverage.
• 401(k) matching and employee stock purchase program.
• Generous paid time off, parental leave, and flexible work arrangements.
• Professional development opportunities and career growth in Oracle's Government division.