[Hiring] Technical Sales Lead @Bigbear.ai

Role Description

Ask Sage (BigBear.ai company) is seeking a Technical Sales Lead to own, deepen, and expand our most critical customer relationships across the Department of Defense and Federal agencies. This is not a net-new logo acquisition role. This is a strategic, relationship-driven position focused on maximizing the value Ask Sage delivers to our existing customers and maximizing the revenue we generate from those partnerships over time.

You will serve as the primary post-sale relationship owner for a portfolio of established accounts. Your mission is to ensure every customer realizes the full potential of the Ask Sage platform, identify and execute expansion opportunities, and drive measurable revenue growth within your book of business. You will be the trusted advisor our customers rely on: the person who understands their mission, anticipates their needs, and ensures Ask Sage remains indispensable to their operations.

This role is critical to Ask Sage's growth strategy. While our Sales Executives focus on acquiring new business, you will be responsible for the long-term health, retention, and expansion of the accounts that form the foundation of our revenue base. You will be tasked with turning satisfied customers into strategic partners.

Qualifications

• 3+ years of sales, account management, or strategic relationship management experience, with a demonstrated track record of growing revenue within existing accounts.
• Minimum 2 years of experience selling software or SaaS solutions to the Department of Defense, Intelligence Community, or Federal agencies.
• Deep experience in account expansion and relationship-driven revenue growth.
• A strong understanding of Generative AI, large language models, and SaaS platforms.
• Exceptional communication and interpersonal skills.
• CRM proficiency.
• A bias toward action and ownership.
• Ability to travel to customer sites and company events as needed.

Requirements

• Own the Customer Relationship End-to-End:
• Serve as the primary post-sale point of contact for a portfolio of existing DoD, Federal, and commercial accounts.
• Build deep, trust-based relationships with stakeholders at every level.
• Drive Revenue Expansion Within Existing Accounts:
• Identify, develop, and close upsell, cross-sell, and platform expansion opportunities.
• Map organizational structures and uncover new use cases.
• Consistently meet or exceed quarterly and annual expansion revenue targets.
• Achieve and Maintain Best-in-Class Customer Retention:
• Proactively monitor customer satisfaction and engagement signals.
• Own renewal conversations and ensure continuity of service.
• Maintain industry-leading retention rates.
• Conduct Strategic Account Planning:
• Develop and maintain comprehensive account plans for each customer.
• Lead Quarterly Business Reviews (QBRs):
• Plan and execute structured QBRs with each customer.
• Grow Net Revenue Retention Across Your Portfolio:
• Take direct ownership of net revenue retention and growth.
• Deliver Measurable Improvements in Account Health & Engagement:
• Establish and track account health metrics.
• Collaborate Cross-Functionally:
• Work closely with Product, Marketing, and Billing teams.
• Serve as the Voice of the Customer Internally:
• Advocate for your customers within Ask Sage.
• Maintain Rigorous CRM Discipline:
• Keep all account activity and customer intelligence meticulously documented.

Benefits

• The ability to identify and follow up on leads.

Company Description

BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI.