Location: Hybrid- Employees may be required to work out of the nearest office location for quarterly meetings 1-4 times annually. Travel Requirements: Ability to travel up to 25% or more as needed
Aravo Solutions, Inc., provides leading third-party risk management (TPRM), ESG, and vendor lifecycle management solutions powered by intelligent automation software and designed to meet the needs of TPRM teams at Global 2000 enterprises.
At Aravo, we believe that in an increasingly interconnected world, managing risk is a critical pillar of global resilience. Traditional, manual approaches to TPRM can no longer keep pace with today’s scale and speed of disruption. That’s why we have pioneered an Intelligence-First™ approach.
Trusted by millions of third-party users in 195+ countries, Aravo provides guidance for the most complex third-party networks in the world, helping them mitigate risk, build business resilience, and protect their reputations. We are fundamentally redesigning how organizations see, understand, and act on risk by embedding AI directly into the core of their workflows.
Joining Aravo means working at the forefront of AI in TPRM and collaborating with a team that views AI as a partner, not a replacement. You will have the opportunity to work alongside industry experts, leverage the latest technologies, and contribute to shaping the future of third-party risk management!
Position Overview:
We are seeking a Strategic Account Manager to join our dynamic team. The ideal candidate will own and grow relationships with a portfolio of large, complex Global 2000 customers, with a particular focus on Federal and Aerospace & Defense (Fed/A&D) organizations . This senior role focuses on expansion revenue, retention, and long-term customer value within Aravo’s existing customer base. They will have exceptional communication and problem-solving skills, with the ability to thrive in a fast-paced, collaborative environment.
The Strategic Account Manager will go wide and deep across customer organizations—building trusted relationships with executive stakeholders, understanding customer business priorities, and aligning Aravo’s solutions to drive measurable outcomes. The ideal candidate will have a strong understanding of the Federal and A&D ecosystem , including the unique procurement, compliance, security, and contracting considerations associated with these customers.
Key Responsibilities:
Own commercial responsibility for a portfolio of strategic Global 2000 customer accounts, with a focus on Federal and Aerospace & Defense organizations
Drive expansion revenue through upsell, cross-sell, and increased adoption
Develop and execute strategic account plans aligned to customer business priorities and Fed/A&D requirements
Build and maintain executive-level customer relationships across government, defense, aerospace, and highly regulated organizations
Expand relationships across departments, business units, and geographies
Navigate complex Federal and A&D procurement, contracting, compliance, and security environments
Partner with Customer Success, Product, and Services teams
Lead complex deal cycles including pricing, renewals, and negotiations
Deliver executive presentations and business reviews
Track account performance, pipeline, and forecasts
Stay current on industry trends, competitive landscape, and evolving Federal/A&D requirements
Requirements
Qualifications:
10+ years of enterprise SaaS sales or account management experience
5+ years of experience selling to or managing accounts within the Federal Government and/or Aerospace & Defense sectors
Proven success managing large, complex enterprise accounts, preferably within highly regulated or mission-critical environments
Strong track record of expansion and retention
Experience selling to executive and C-level stakeholders, including senior leaders within Federal agencies, defense contractors, aerospace organizations, or other regulated enterprises
Demonstrated understanding…