Sales Representative

About Acuative

Acuative is a global IT solutions provider committed to delivering top-tier network managed services, managed solutions, and network infrastructure support. With a client-first mindset and a relentless drive for excellence, we empower organizations to scale securely and efficiently. Our success is powered by our people—we invest in our employees through continuous on-the-job training, mentorship, and assisted learning that helps to grow our teams. At Acuative, you’ll find a collaborative environment built on professionalism, innovation, and the shared pursuit of achieving high results. Join us and help shape the future of IT.

Summary of Position

The Sales Representative is responsible for owning and building Acuative’s presence within the Defense Industrial Base (DIBS). This is a blue-sky opportunity, requiring a strategic sales leader with a hunter mentality who can cultivate relationships from scratch, penetrate new accounts, and establish Acuative as a trusted provider of managed IT and network services. The role involves developing and executing sales strategies targeting large, complex defense organizations and managing full cycle.

Essential Functions

Revenue Growth & Business Development

• Demonstrated success driving net-new business by selling managed IT and network services into large defense organizations.
• Own end-to-end net-new business acquisition, successfully navigating long, complex sales cycles in a new territory.
• Demonstrated ability to drive lead generation and execute sales motions that result in closed business.

Strategy & Planning

• Develop and implement market penetration strategies to establish Acuative in a new field, leveraging competitive insights and client relationship.
• Demonstrated success in leading the creation and execution of client and sector strategies to build awareness and drive adoption of managed services solutions.
• Analyze key financial and market drivers to identify growth opportunities and optimize regional sales opportunities.

Client Relationship Management

• Build and maintain long-term client relationships to ensure retention, satisfaction and trust.
• Position managed services as strategic solutions, clearly articulating business value, ROI, and long-term impact.
• Develop and maintain strategic partnerships with key clients, guiding decision-making and expanding managed services adoption across enterprise account

Position Type/Expected Hours of Work/Travel

• Remote (with occasional in-person meetings at our Virginia office)
• Requires regular travel, flexibility, and ownership to deliver results in a fast-paced, dynamic sales environment.

Required Qualifications

Education:

• Bachelor’s degree in business, Management, Marketing or a related field.

Experience:

• 10–12 years of enterprise sales experience with a proven history of meeting revenue targets, including 5+ years of recent success selling managed services solutions into the defense industry.
• Proven experience selling managed services to large organizations.
• Strong ability to drive new business approaches, expand strategic accounts and manage full sales life cycles.
• Demonstrated success building pipeline and driving revenue in new or emerging markets through proactive lead generation.
• Excellent communication, presentation and negotiations skills.
• Ability to work independently, and operate in a high-growth, and performance driven environment.
• Prior military service or defense industry exposure.
• Established network and partnership within large defense organizations.

Skills:

• Lead generation, prospecting and pipeline management.
• Full-cycle sales management.
• Executive – level communication and presentation skills.
• Cross-functional collaboration with technical teams, and stakeholders.
• Complex deal management with multiple stakeholders.
• Transformational Leadership; challenging the status quo and leading by example.
• Being able to be proactive and provide strategy to mitigate future issues.
• High integrity, discretion and understanding of security culture.