Account Executive – FSI, Air & Drone Defense

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

📋 Description

• Oversee the Air & Drone Defense ecosystem within the Federal Systems Integrator and Defense Industrial Base market.

• Formulate and implement account and partner strategies, covering executive relationship mapping through to qualification, negotiation, and closing.

• Generate new opportunities among major primes, specialized firms, and emerging providers.

• Maintain account plans, deal stages, next actions, and ensure forecast accuracy.

• Position Virtualitics for internal AI, analytics, engineering, program, production, supply-chain, and delivery workflows.

• Participate in U.S. Government pursuits and collaborate with capture and program teams to include Virtualitics in proposals, architectures, contract vehicles, and funded programs.

• Co-develop repeatable mission offerings in partnership with others.

• Structure embedded and OEM licensing relationships.

• Identify exportable opportunities with U.S. primes and eligible allied customers while navigating the FMS case lifecycle.

• Convert partner and government requirements into AI opportunities across readiness, maintenance, test analytics, program intelligence, supply-chain visibility, personnel readiness, and tactical-edge decision support.

• Cultivate relationships across executive, business development, capture, program delivery, technical, security, contracts, international, and FMS organizations.

• Coordinate efforts among solutions engineering, customer success, marketing, product, contracts, capture, executive advisors, and FMS/export specialists.

• Build ecosystem credibility, map relationships, qualify accounts, create a pipeline, and transform partnerships into revenue while achieving or surpassing quota.

⛳️ Requirements

• A minimum of 7 years of demonstrated success in a quota-carrying Federal sales, strategic accounts, channel, alliances, or business-development role.

• Proven relationships and revenue experience within the Air & Drone Defense market.

• Experience in selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission technology solutions.

• Evidence of successful net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and closing.

• Familiarity with U.S. federal acquisition and FSI capture processes, including teaming, NDAs, IRAD, RFIs/RFPs, IDIQs, OTAs, task orders, and partner commercial structures.

• Ability to convey a complex technical and mission value proposition to executives, capture leaders, program teams, operators, and technical audiences.

• Willingness to travel 40–50% of the time.

• Proven track record of executing two or more of the five growth motions, with a strong preference for candidates experienced in building sell-through, OEM/embedded, or FMS revenue.

• Familiarity with the FMS ecosystem and stakeholders, including U.S. primes, DSCA, Department of State, implementing agencies, Security Cooperation Organizations, and partner-nation customers.

• Knowledge of exportability, technology releasability, ITAR/export controls, data sovereignty, cybersecurity, cloud authorization, and classified or controlled mission environments.

• Experience with MEDDPICC, Challenger, or another structured enterprise-sales methodology.

• Active security clearance and a bachelor’s degree, or equivalent relevant experience.

• Ability to obtain and maintain a U.S. Government security clearance; continued employment is contingent upon successful adjudication.

🏝️ Benefits

• Opportunity for meaningful equity participation.

• Comprehensive medical, dental, and vision coverage fully paid for you and your dependents.

• Unlimited paid time off (PTO).

• Flexible work arrangements.

• Options for remote work and hybrid arrangements for team members located in the Los Angeles or Washington, DC areas.

• Competitive base salary based on experience.

• Attractive 50/50 commission plan.