Account Executive – Army

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Lead the complete sales cycle, from initial prospecting and opportunity discovery to contract negotiation and finalization.

• Develop and oversee a strong sales pipeline to achieve and surpass yearly sales objectives and quarterly deal phase KPIs.

• Formulate and implement detailed account strategies to penetrate key Army commands, program executive offices, and relevant agencies.

• Identify key stakeholders, comprehend their challenges, and align Virtualitics solutions with essential readiness missions.

• Establish and cultivate relationships with decision-makers, influencers, and end-users across the Army.

• Act as a trusted advisor by understanding readiness requirements in aviation, ground vehicles, equipment sustainment, medical readiness, material storage, warehousing, and supply-chain logistics.

• Collaborate with pre-sales engineering/solutions, marketing, account management, and product teams.

• Develop and present demonstrations, proposals, and RFI/RFP responses.

• Keep track of Army and Department of War trends, procurement processes, and the competitive landscape.

• Report directly to the Sales Director within the GTM Organization.

⛳️ Requirements

• Over 7 years of successful experience in a quota-carrying Federal Account Executive position.

• Strong preference for experience within the Department of War and the U.S. Army.

• Proven experience in selling enterprise software, AI/ML, data analytics, or other complex technology solutions.

• Demonstrated ability to create and implement strategic account plans and manage intricate sales cycles.

• Strong knowledge of procurement and contracting processes for AI software acquisition.

• Exceptional communication, presentation, and interpersonal skills.

• Capable of articulating a complex value proposition to both technical and non-technical audiences.

• Ability to work independently and collaboratively within a fast-paced team environment.

• Willingness to travel 40-50% as necessary to engage with Army commands and agencies.

• Preferred existing relationships within Army logistics, sustainment, or readiness communities.

• Preferred understanding of government contracting and procurement vehicles.

• Preferred experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies.

• Active security clearance or the capability to obtain one.

• Ability to secure and maintain a U.S. Government security clearance (interim and/or final).

• Bachelor's degree or equivalent experience preferred.

🏝️ Benefits

• Meaningful equity participation.

• Fully covered medical, dental, and vision insurance for you and your dependents.

• Unlimited Paid Time Off (PTO).

• Flexible work arrangements.

• Remote flexibility and hybrid options available for team members located in the Los Angeles or Washington, DC areas.

• Attractive Commission Plan (50/50 sales plan).

• Paid Time Off for national holidays.

• Stock options upon signing.

• 401k plan.

• Company-provided equipment (Mac/PC and iPhone).

• Option for remote work from home.