Senior Commercial Executive
Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales
In short
We are seeking a Senior Commercial Executive to lead commercial strategy and execution for complex Defense Industrial Base customers. This role requires extensive experience in deal strategy, negotiation, risk management, and cross-functional influence within regulated environments. The position offers enterprise-level scope with significant autonomy.
Responsibilities
- Own and lead the commercial strategy for highly complex and high-impact DIB accounts.
- Shape multi-year, multi-affiliate, and non-standard deal constructs.
- Serve as the senior commercial authority on assigned accounts.
- Lead executive-level negotiations with customer procurement, legal, and business leaders.
- Independently assess and manage financial, contractual, and compliance risk.
- Exercise strong commercial judgment on pricing, investments, concessions, and non-standard terms.
- Apply deep understanding of DIB customer environments.
- Advise account teams on appropriate commercial approaches.
- Navigate complex customer structures common in the defense ecosystem.
- Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority.
- Act as a commercial thought leader and mentor to peers and account teams.
- Resolve ambiguity and unblock deals by driving alignment across competing priorities.
- Maintain rigorous forecast accuracy, pipeline discipline, and deal hygiene.
- Ensure all agreements are audit-ready, compliant, and executed with precision.
- Capture and apply insights from complex deals to improve future commercial strategy and execution.
Requirements
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience.
- OR 12+ years sales and negotiation experience.
- OR equivalent experience.
- Verification of U.S citizenship due to citizenship-based legal restrictions.
- Ability to access export-controlled information under ITAR or EAR.
- Citizenship will be verified via a valid passport.
Desired Qualifications
- Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work.
- OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience.
- OR 15+ years sales and negotiation experience.
- OR equivalent experience.
- Familiarity with Microsoft cloud offerings, including Azure and Microsoft 365 (commercial and/or government), MACC experience highly preferred.
- Background in enterprise sales, finance, legal, or commercial operations within regulated industries.
- Experience structuring and closing large, multi-year strategic agreements.
- Effective collaborator who enjoys working with a wide range of personality styles and across various teams and functions.
- Extensive experience leading complex enterprise deal making and negotiations.
- Demonstrated success operating independently in high ambiguity and high-risk environments.
- Ability to obtain and maintain a US Government Security Clearance.
Benefits
- The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year.
- There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.
- Certain roles may be eligible for benefits and other compensation.
Skills
AzureMicrosoft 365
#Sales#Commercial Sales#Defense Industrial Base#DIB#negotiations#risk management#contractual#compliance#pricing#Microsoft cloud#Azure#Microsoft 365#US Government Security Clearance
About Microsoft
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Company
MicrosoftJob Posted
2 days ago
Employment Type
Full Time
Work mode
Remote
Salary
US$133,000–239,800 · Negotiable
Experience Level
Senior
Locations
United States
Qualification
Bachelor, Master
Applicants
Be an early applicant
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