Senior Sales Director – FSI & Defense Industrial Base

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Oversee the FSI and Defense Industrial Base territory.

• Take ownership of territory strategy, team quotas, pipeline generation, forecast accuracy, and execution across designated strategic integrators and defense companies.

• Develop and enhance sell-to, sell-through, and embedded/OEM growth initiatives.

• Manage the assigned portfolio of FSIs, defense primes, and key DIB accounts, including segmentation, coverage, whitespace analysis, and prioritization.

• Create account strategies that align corporate priorities, programs, recompetes, contract vehicles, IRAD investments, and government mission demand with AI use cases.

• Establish engagement protocols across direct government, FSI, partner, and DIB teams.

• Achieve and surpass team quotas, bookings, ARR, and pipeline objectives.

• Generate a qualified pipeline through strategic territory planning, executive engagement, partner-led demand generation, and capture activities.

• Conduct weekly forecasting, pipeline reviews, and deal inspections; ensure CRM accuracy and evidence-based stage advancement.

• Participate in high-stakes and late-stage pursuits to eliminate obstacles and drive closure.

• Cultivate senior-level relationships with executives, program leaders, capture leads, solution architects, innovation teams, contracts, and procurement stakeholders.

• Position Virtualitics solutions for use cases related to readiness, logistics, sustainment, maintenance, supply chain, workforce, and operational planning.

• Collaborate on joint account strategies, solution narratives, value propositions, and pursuit plans with strategic integrators and primes.

• Navigate teaming agreements, subcontracts, reseller frameworks, OEM arrangements, procurement pathways, security requirements, data rights, and federal acquisition timelines.

• Recruit, onboard, mentor, and retain quota-carrying Account Executives.

• Establish measurable performance expectations and conduct one-on-ones, account reviews, deal assessments, and performance evaluations.

• Lead cross-functional GTM coordination across sales, business development, solution engineering, customer success, marketing, product, programs, government affairs, advisors, and executive sponsors.

• Collaborate with Product and Solution Engineering on scalable solution packages and demonstrations.

• Work with Customer Success on adoption, outcomes, references, renewals, and expansion.

• Provide leadership with insights on market intelligence regarding partner priorities, funded programs, acquisition pathways, competitors, and demand signals.

⛳️ Requirements

• 10+ years of experience in federal, defense, enterprise software, data, analytics, or AI sales.

• Minimum of 5 years in a leadership role with quota-carrying teams.

• Proven success in developing and implementing FSI and/or DIB territory strategies and exceeding substantial team quotas.

• Demonstrated experience with sell-to, sell-through, co-sell, subcontract, reseller, or embedded/OEM strategies involving major integrators or defense primes.

• Strong understanding of federal program lifecycles, capture and proposal processes, government acquisition, contract vehicles, funding, security, and compliance considerations.

• History of selling complex AI, analytics, data platforms, SaaS, or enterprise software through lengthy, multi-stakeholder buying processes.

• Executive presence and credibility with senior customer, partner, program, technical, contracts, and procurement leaders.

• Willingness to travel as necessary to customer, partner, and company locations.

• Existing relationships with key FSIs and defense primes are highly preferred.

• DoD Secret clearance is preferred.

🏝️ Benefits

• Significant equity participation.

• Comprehensive medical, dental, and vision coverage for you and your dependents, fully paid.

• Unlimited paid time off (PTO).

• Flexible work arrangements.

• Options for remote work.

• Hybrid working possibilities for team members located in the Los Angeles or Washington, DC areas.