Account Executive – FSI, Manufacturing & Munitions

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

📋 Description

• Take ownership and implement strategies for accounts and partners within the Manufacturing & Munitions sector.

• Build and nurture relationships with key prime contractors, specialized suppliers, integrators, and innovative defense-technology firms.

• Generate a qualified sales pipeline, uphold account plans and deal stages, and ensure accurate forecasting.

• Position Virtualitics’ AI and analytics solutions for internal enterprise operations.

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

• Collaborate with partners to develop repeatable mission offerings.

• Structure embedded and OEM licensing agreements.

• Recognize exportable opportunities with U.S. primes and qualified allied customers, navigating the FMS lifecycle.

• Convert partner and government requirements into AI solutions for materiel visibility, production, depot, supply chain, program, budget, audit, and readiness use cases.

• Establish connections across executive, business development, capture, program, technical, security, contracts, international, and FMS organizations.

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

• Build ecosystem credibility, qualify accounts, and develop a focused pipeline within the first 90 days.

• Transform partner relationships into direct, program, joint-solution, embedded, and international revenue streams while achieving or surpassing annual quotas.

⛳️ Requirements

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

• Established relationships and revenue generation experience in the Manufacturing & Munitions market.

• Proven experience in selling enterprise software, AI/ML, data analytics, decision intelligence, or other sophisticated mission technology solutions.

• Demonstrated capability in net-new hunting, gaining executive access, creating opportunities, qualifying multi-stakeholders, negotiating, and closing sales.

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

• Ability 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.

• Experience in executing at least two of the five growth motions is preferred.

• Familiarity with the FMS ecosystem and its stakeholders is preferred.

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

• Experience with MEDDPICC, Challenger, or other structured enterprise sales methodologies is preferred.

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

• Capability 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 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.