Account Executive – FSI, Ground Vehicles

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

📋 Description

• Take charge of the Ground Vehicles ecosystem within the Federal Systems Integrator and Defense Industrial Base markets.

• Cultivate revenue-generating partnerships with major primes, specialized suppliers, integrators, and emerging defense-technology firms.

• Implement growth strategies including Sell-To, Sell-Through, Sell-With, Embed/OEM, and Foreign Military Sales.

• Develop and execute strategies for accounts and partners, covering everything from executive relationship mapping to qualification, negotiation, and closure.

• Identify new opportunities and maintain account plans, deal stages, next steps, and forecast accuracy.

• Position Virtualitics software for workflows related to internal AI, analytics, engineering, program management, production, supply chain, and delivery.

• Support U.S. Government initiatives by incorporating Virtualitics into proposals, architectures, contract vehicles, and funded programs.

• Collaborate with partners to create repeatable mission offerings.

• Structure embedded and OEM licensing agreements.

• Discover exportable opportunities with U.S. primes and qualifying allied customers, and navigate the Foreign Military Sales (FMS) case lifecycle.

• Convert partner and government requirements into AI opportunities across supply visibility, maintenance, mission readiness, program intelligence, production analytics, workforce readiness, and portfolio decisions.

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

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

• Establish ecosystem credibility, qualify the initial account portfolio, create a focused pipeline, and meet or exceed annual quotas.

⛳️ Requirements

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

• Established relationships and revenue experience within the Ground Vehicles sector.

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

• Demonstrated ability in net-new hunting, securing executive access, opportunity creation, multi-stakeholder qualification, negotiation, and closure.

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

• Strong communication skills to articulate 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.

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

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

🏝️ Benefits

• Significant equity participation.

• Comprehensive medical, dental, and vision coverage for you and your dependents at no cost.

• 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.

• Attractive 50/50 commission structure.