Client Executive - DOW

Client Executive - DOW

Job Category: Sales

Location: US - DC - Remote | US - Maryland - Remote | US - Virginia - Remote

Meet Our Team:

As a Client Executive at Pega, you will lead enterprise sales engagements that help government organizations apply AI to reimagine how their most critical work gets done, deliver predictable outcomes with predictable costs, and evolve their operations without breaking what works. Pega is the AI software for the decisions and processes organizations can’t afford to get wrong. You’ll work with clients to turn AI’s potential into decisions and processes they can trust at scale.

In this senior enterprise software sales role, you will develop client relationships in both new and existing buying centers across complex federal environments. Success in this role is defined by how you think, listen, and lead. Our top performers stand out through curiosity, strong discovery, prospecting instincts, compelling storytelling, business orchestration, and the ability to lead multi-level decision makers through ambiguity.

Picture Yourself at Pega:

You’ll own and advise C-level executives on digital transformation while shaping industry conversations through thought leadership. You’ll drive Pega’s most strategic client transformation initiatives, build executive networks, and lead prospecting, owning the full sales cycle from pipeline creation to close for our industry-leading solutions.

What You'll Do at Pega:

• Lead a cross-functional Client Growth team across the enterprise sales cycle.

• Open new buying centers through proactive hunting within strategic accounts, adapting and owning deal strategy end to end with support from adjacent teams.

• Build new relationships and create pipeline across DOW organizations, engaging senior stakeholders around mission-critical transformation priorities and opening new paths to growth across complex buying centers.

• Connect client challenges to clear, measurable outcomes through compelling storytelling.

• Orchestrate and influence internal cross-functional teams and co-sell through ecosystem partners.

• Translate client challenges into market insights that inform Pega’s go-to-market strategy and product evolution.

• Demonstrate accountability and adaptability with a growth mindset, embracing new ideas in this rapidly evolving marketplace to improve results for Pega and its clients.

Who You Are:

You are a senior consultative enterprise seller who thrives in ambiguity, builds trust quickly with executive stakeholders, and converts strategy into action. You love building new relationships and showcasing the power of technology to transform client outcomes.

You are AI-curious, with enough technical fluency to be credible in modern enterprise conversations. Relationship selling alone is not enough. You can engage meaningfully on topics including AI, workflow, platform architecture, and the requirements of complex government environments.

You are outcome-driven and commercially sharp, with a growth mindset and a desire to solve real business problems at scale. You can pivot quickly and are always prepared, comfortably leading an executive briefing, client workshop, internal presentation, or deal review. You operate with a team-first mindset, are highly accountable, and consistently elevate those around you.

What You've Accomplished:

• 5+ years of experience in enterprise software, AI, workflow, or platform sales, with a track record of adapting your sales approach to differing client contexts and credibly discussing a client’s AI architecture.

• Experience selling complex enterprise technology solutions within the U.S. federal government; experience supporting DOW or comparable defense environments is strongly preferred.

• Proven success leading and closing complex, multi-stakeholder enterprise deals, including shaping opportunities from early discovery and proactive prospecting through execution.

• Proven success hunting and prospecting across large, complex organizations with distributed buying centers—ideally within DOW or comparable defense environments—including expanding an existing software base or developing an entirely greenfield business line.

• Credibility with C-suite leaders, partners, and ecosystems to land and expand enterprise change, with evidence of influencing outcomes without relying solely on brand recognition or legacy relationships.

• Experience navigating complex government buying environments and building relationships across multiple stakeholder groups within DOW organizations or similarly complex defense environments.

• Ability to work effectively with large systems integrators and ecosystem partners to shape and advance strategic opportunities.

Pega Offers You:

• Gartner and Forrester Analyst acclaimed technology leadership in a massive emerging market.

• AI first Growth Mindset organization investing and future-proofing the skills and experiences of our workforce.

• The world’s most innovative organizations as reference-able clients.

• Fast-paced, exciting, collaborative, and rewarding sales environment with strong recognition culture.

• Competitive salary, uncapped commission targets and Pega equity.

• #LI-DR1

Additional Information

Base salary range for this role is 131,200 - 199,900 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.

The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.

Job ID: 24118

AI in Action – Responsible Use of AI in Recruitment

Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support.

All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.

Culture

At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.

We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

This same mindset shapes how we work, encouraging curiosity, continuous learning, and smarter ways of working with AI. At Pegasystems, we believe the best ideas come from curious people who embrace change, learn continuously, and use AI to work smarter and move faster. Guided by our values, we bring a growth mindset to every challenge and create lasting impact together.

Export Compliance

For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.

Accommodations

If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process,or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.

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It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

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