Account Executive – DOD

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Take ownership of and enhance the Department of Defense portfolio.

• Act as the primary consultative seller throughout the defense sector, which includes military services, combatant commands, defense agencies, and intelligence/investigative organizations.

• Establish trusted partnerships with mission stakeholders, cyber operators, program executives, and acquisition leaders.

• Create and implement a comprehensive territory plan for the DoD.

• Identify commands, agencies, programs, and mission teams where blockchain intelligence can meet operational needs.

• Educate defense stakeholders on utilizing blockchain data in areas such as cyber operations, counter-threat finance, sanctions enforcement, procurement fraud, force protection, and hostile-state activities.

• Navigate the DoD funding, budgeting, and acquisition processes effectively.

• Align opportunities with mission priorities, program budgets, contract vehicles, and procurement schedules.

• Foster relationships with operators, analysts, program executives, acquisition officials, contracting officers, and upper management.

• Collaborate with technical and solutions teams to design and lead capability demonstrations, evaluations, and pilot programs.

• Direct capture strategies for significant opportunities.

• Coordinate responses to RFIs/RFPs.

• Build partnerships with systems integrators, prime contractors, and technology providers.

• Represent the internal voice of the DoD customer.

• Convert operational requirements into actionable feedback for Product, Policy, Training, and Leadership teams.

• Maintain visibility of the deal strategy, milestones, and anticipated revenue in the pipeline.

• Lead intricate, multi-year defense technology pursuits from initial discovery to sustained operational adoption.

⛳️ Requirements

• U.S. citizenship is mandatory.

• This position is not eligible for visa sponsorship.

• A minimum of 5 years of experience in federal technology sales, account management, or business development within the Department of Defense, Intelligence Community, or national security sectors.

• A proven history of winning and expanding complex federal technology programs that involve multiple stakeholders, extended funding cycles, and intricate procurement processes.

• Demonstrated expertise in selling mission-focused technology, including data, analytics, cybersecurity, SaaS, or intelligence platforms.

• Strong familiarity with DoD missions, organizational structures, PPBE budgeting processes, and defense acquisition pathways.

• High technical credibility, capable of engaging with both technical operators and senior defense decision-makers.

• Significant channel partner experience, including collaboration with defense systems integrators, prime contractors, resellers, and technology partners.

• Strong historical metrics of business development and sales growth within the DoD sector.

• Direct operational knowledge of defense cyber, intelligence, counter-threat finance, special operations, or force-protection missions.

• Established relationships with mission owners, program offices, acquisition teams, or operational commands throughout the DoD community.

• Experience aiding defense customers in adopting emerging commercial technologies or launching new Programs of Record.

• Proven success in positioning commercial software through defense contract vehicles, pilot authorities (e.g., OTAs), or partner-led procurements.

• A professional background in the U.S. Military, Intelligence Community, defense consulting, or the defense industry.

• The ability to confirm whether sponsorship for an employment visa is required.

• The capacity to indicate if the candidate currently possesses an active DoD or federal security clearance.

🏝️ Benefits

• Equity

• Commission