Account Executive – FSI

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

📋 Description

• Take ownership of and expand Virtualitics' Federal Systems Integrator business.

• Manage the complete sales cycle, including partner prospecting, opportunity identification, contract negotiation, and closing, across Sell To, Sell Through, and White Label strategies.

• Develop and maintain a pipeline of direct, teamed, and OEM opportunities to achieve annual sales goals and quarterly deal-stage KPIs.

• Formulate and implement account strategies for key Federal Systems Integrators.

• Identify key stakeholders across capture, business development, program delivery, AI/analytics practices, and CTO organizations.

• Position and secure Virtualitics software for integrators' direct applications, such as internal analytics, IRAD initiatives, and delivery accelerators.

• Foster collaborative relationships to integrate Virtualitics into FSI captures, proposals, and funded programs.

• Assist in joint capture initiatives, proposal submissions, and overarching win themes.

• Structure and negotiate OEM and embedded licensing agreements, focusing on commercial terms, license pass-through, and long-term growth.

• Build relationships with FSI decision-makers, capture executives, program managers, and technical leaders.

• Collaborate with pre-sales engineering/solutions, marketing, account management, contracts, and product teams on demos, teaming packages, proposals, and RFI/RFP responses.

• Monitor competitive dynamics within FSI, including re-competes, program captures, procurement trends, and contract vehicle activity.

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

⛳️ Requirements

• A minimum of 7 years of proven experience in a quota-carrying Federal Account Executive, channel, or alliances position.

• Strong preference for experience selling through Federal Systems Integrators.

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

• Ability to devise and execute strategic partner account plans while managing intricate, multi-stakeholder sales cycles.

• Deep understanding of federal procurement and contracting processes for AI software acquisition.

• Outstanding communication, presentation, and interpersonal skills.

• Capability to convey complex value propositions to both technical and non-technical audiences, including capture and executive leadership.

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

• Willingness to travel 40–50% as necessary.

• Familiarity with the FSI capture lifecycle, including teaming agreements, NDAs, IRAD cycles, IDIQs, GWACs, OTAs, and GSA schedules.

• Experience in negotiating channel, reseller, and OEM commercial terms, including margin structures, deal registration, and license pass-through.

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

• Active security clearance or the ability to obtain one.

• Bachelor's degree or equivalent experience.

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

🏝️ Benefits

• Highly competitive compensation.

• Meaningful equity participation.

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

• Unlimited PTO.

• Flexible work arrangements.

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

• Competitive base salary based on experience.

• Generous 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 upon signing.

• 401k plan.

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

• Opportunity for remote work from home.