Account Executive – OSW

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the Office of the Secretary of War (OSW) and the 4th Estate territory.

• Generate new revenue streams across OSW principal staff organizations, Defense Agencies, and Department of War Field Activities.

• Create and implement a targeted territory strategy.

• Develop a qualified pipeline while maintaining account plans, deal stages, next steps, closure strategies, and forecasts.

• Foster trusted relationships with senior civilian leaders, mission owners, program executives, acquisition leaders, data and technology executives, and operational stakeholders.

• Link priority challenges to Virtualitics capabilities and quantify outcomes related to operations, finances, readiness, workforce, or decision-making speed.

• Engage prior to formal RFIs and RFPs to shape requirements, acquisition paths, evaluation criteria, funding alignment, and implementation strategies.

• Establish pathways to award through contract vehicles, task orders, competitive procurements, pilots, OTAs, and other authorized methods.

• Collaborate strategically with federal systems integrators, contract holders, cloud and data partners, and mission-technology providers.

• Position AI and decision intelligence across readiness, maintenance, logistics, supply chain, workforce, financial and program management, acquisition, data modernization, and threat analysis.

• Identify cybersecurity, cloud authorization, data access, integration, deployment, and clearance challenges.

• Coordinate solutions engineering, customer success, marketing, product, contracts, capture, partnerships, and executive advisors.

• Transform relationships into qualified opportunities and new awards, create expansion strategies, maintain pipeline coverage, and achieve or surpass annual quotas.

⛳️ Requirements

• Over 7 years of proven success in a quota-carrying federal enterprise software or mission-technology sales position.

• Established relationships and revenue experience within OSW, Defense Agencies, Department of War Field Activities, or similar enterprise-level defense organizations.

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

• Proven track record in new business development, executive engagement, opportunity generation, multi-stakeholder qualification, negotiation, and personally closing complex federal contracts.

• Familiarity with federal budgeting, acquisition, capture, and contracting, including RFIs/RFPs, IDIQs, task orders, OTAs, pilots, and partner-led contract pathways.

• Ability to clearly communicate complex technical and mission value propositions to senior executives, program leaders, acquisition teams, operators, analysts, and technical audiences.

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

• Capability to obtain and maintain a U.S. Government security clearance (interim and/or final).

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

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

• Knowledge of FedRAMP, DoW impact levels, zero trust, data governance, controlled or classified environments, and practical requirements for deploying mission software (preferred).

🏝️ Benefits

• Highly competitive compensation package.

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

• Paid national holidays.

• Stock options available.

• 401(k) plan.

• Provision of company equipment.

• 50/50 commission structure.