Account Executive

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Lead the entire sales cycle from initial prospecting and opportunity identification through to contract negotiation and closing.

• Create and maintain a strong sales pipeline to achieve and surpass annual sales goals and quarterly deal stage KPIs.

• Formulate and implement detailed account strategies to engage key Department of Defense (DoD) agencies and commands.

• Recognize key stakeholders, comprehend their challenges, and align our solutions with their essential readiness missions.

• Build and maintain strong, lasting relationships with decision-makers, influencers, and end-users within the Department of the Navy (DoN).

• Serve as a trusted advisor to clients by thoroughly understanding their specific readiness requirements across various domains, including: availability and sustainment operations for aircraft, ships, and ground vehicles; medical device and personnel readiness for the total force; and management of materiel storage, warehousing, and supply chain logistics for specialized equipment.

• Collaborate closely with the Virtualitics pre-sales engineering/solutions, marketing, account management, and product teams to develop and deliver persuasive demonstrations, proposals, and RFI/RFP responses that effectively convey our value proposition.

• Keep abreast of DoD trends, procurement processes, and the competitive landscape to effectively position Virtualitics' solutions.

⛳️ Requirements

• Over 7 years of successful experience in a quota-carrying Federal Account Executive position, with a strong preference for experience within the DoN.

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

• Demonstrated capability to develop 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, with the ability to convey a complex value proposition to both technical and non-technical audiences.

• Self-motivated with the ability to work independently as well as collaboratively within a fast-paced team environment.

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

• Existing relationships within DoN logistics, sustainment, or readiness communities (e.g., USAF Air Force Materiel Command (AFMC), Air Force Life Cycle Management Center (AFLCMC), Air Force Sustainment Center (AFSC), Air Combat Command (ACC), Air Mobility Command (AMC), Space Operations Command (SpOC), Air Force Chief Data Office / DoD CDAO AFWERX / DIU / Rapid Capabilities Office) (Preferred).

• Understanding of government contracting and procurement vehicles. (Preferred)

• Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies. (Preferred)

• Active security clearance or the ability to obtain one. (Preferred)

• Bachelor's degree or equivalent experience. (Preferred)

🏝️ Benefits

• Competitive base salary based on experience

• Lucrative Commission Plan (50/50 sales plan)

• 100% employer-paid health benefit premiums (medical, dental, vision)

• Unlimited Paid Time Off

• Paid Time Off for National Holidays

• Stock options at sign-on

• 401k plan

• Company equipment (Mac/PC and iPhone)

• Remote work from home