Account Executive – FSI, Autonomous Maritime

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

📋 Description

• Take ownership of the Autonomous Maritime ecosystem within the Federal Systems Integrator and Defense Industrial Base market.

• Establish revenue-generating partnerships with major prime contractors, specialized suppliers, integrators, and emerging defense technology firms.

• Develop and implement account and partner strategies, encompassing executive relationship mapping, qualification, negotiation, and closure.

• Generate new business opportunities while maintaining organized account plans, deal stages, next steps, and forecast accuracy.

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

• Engage early in U.S. Government pursuits and specify Virtualitics in proposals, architectures, contract vehicles, and funded programs.

• Collaborate with partners to co-develop repeatable mission offerings.

• Structure embedded and OEM licensing agreements.

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

• Convert partner and government needs into AI opportunities across readiness, maintenance, program intelligence, supply chain visibility, and decision support.

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

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

• Build ecosystem credibility, develop relationship maps, qualify accounts, and create a focused pipeline.

• Transform partner relationships into direct, program, joint-solution, embedded, and qualified international revenue avenues while meeting or exceeding quotas.

⛳️ Requirements

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

• Established relationships and revenue experience in the Autonomous Maritime sector.

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

• Demonstrated ability in net-new hunting, securing 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.

• Proficient in articulating complex technical and mission value propositions to executives, capture leaders, program teams, operators, and technical audiences.

• Willingness to travel 40–50% and work independently in a dynamic, collaborative environment.

• Preferred: Proven track record in executing two or more of the five growth motions, particularly sell-through, OEM/embedded, or FMS revenue.

• Preferred: Familiarity with the FMS ecosystem and stakeholders, such as U.S. primes, DSCA, Department of State, implementing agencies, Security Cooperation Organizations, and partner-nation clients.

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

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

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

• Ability to obtain and maintain a U.S. Government security clearance (interim and/or final); continued employment is subject to successful adjudication.

🏝️ Benefits

• Meaningful equity participation.

• Comprehensive medical, dental, and vision coverage at no cost 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 structure.