Account Director – Federal

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Develop and implement strategic sales plans for territory and accounts within the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) agencies.

• Achieve and surpass sales targets.

• Work in partnership with Defense & Intel Customer Facing Data Scientists during technical proof-of-concept sessions and classified/unclassified assessments.

• Provide customized presentations and demonstrations that showcase DataRobot's tactical, strategic, and mission-related advantages.

• Stay informed about trends, procurement processes, and competitive market dynamics in defense and intelligence agencies.

• Engage with executive leadership, defense agency stakeholders, intelligence community partners, and support personnel.

• Track pipeline activities and deliver precise forecasts using Salesforce.

⛳️ Requirements

• Bachelor’s degree (BA/BS).

• Proven ability to sell enterprise software to the Defense and Intelligence sectors while consistently exceeding quotas.

• Extensive experience selling within the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) environments.

• Demonstrated success in navigating defense/intelligence acquisition processes, specialized contracting methods, and program offices.

• Background in selling AI/ML, advanced analytics, data platforms, or predictive intelligence software to defense and IC agencies.

• Experience in promoting emerging technologies, acquiring new DoW/IC mission clients, building defense territories, and growing national security accounts.

• Training in value-selling techniques tailored for complex defense and intelligence procurement processes.

• A solid record of consistently exceeding sales quotas in the Defense, DoW, and National Security sectors.

• Active Security Clearance; Top Secret/SCI clearance preferred but not mandatory.

• Willingness to travel to military installations, defense command centers, and secure facilities (SCIFs) as required.

• Experience in a defense- or intelligence-focused startup or rapidly growing defense technology vendor is advantageous.

🏝️ Benefits

• Medical, Dental & Vision Insurance.

• Flexible Time Off Program.

• Paid Holidays.

• Paid Parental Leave.

• Global Employee Assistance Program (EAP).

• Company outings.

• Diverse and inclusive company culture.

• Competitive pay and benefits.

• Reasonable accommodations for applicants with physical and mental disabilities.