Note: The job is a remote job and is open to candidates in USA. Virtualitics develops AI-native readiness applications for defense, government, and critical infrastructure. The Sales Account Executive will drive Federal sales growth within the U.S. Army by selling complex AI software solutions, managing strategic accounts and sales cycles, building customer relationships, and coordinating demonstrations, proposals, and procurement responses.
Responsibilities
- **Full-Cycle Sales Execution:** Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing. Build and manage a robust sales pipeline to meet and exceed annual sales targets and quarterly deal stage KPIs
- **Sales Account Management:** Develop and execute comprehensive account strategies to penetrate key Army commands, program executive offices, and agencies. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions
- **Customer Relationship Building:** Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users across the Army
- **Solution-Oriented Selling:** Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including: + Aviation, ground vehicle, and equipment asset availability and sustainment operations. + Medical device and personnel readiness of the total force. + Materiel storage, warehousing management, and supply chain logistics for specialized equipment
- **Collaboration:** Work closely with the Virtualitics pre-sales engineering/solutions, marketing, account management, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition
- **Market Intelligence:** Stay current on Army and DoW trends, procurement processes, and the competitive landscape to effectively position Virtualitics' solutions
Skills
- 7+ years of successful experience in a quota-carrying Federal Account Executive role, with a strong preference for experience within the DoW and the U.S. Army
- Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions
- Proven ability to develop and execute strategic account plans and manage complex sales cycles. Strong understanding of procurement and contracting for AI software acquisition
- Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to technical and non-technical audiences
- Self-starter with the ability to work independently and as part of a collaborative team in a fast-paced environment
- Willingness to travel 40-50% as required to engage with Army commands and agencies
- This position requires the ability to obtain and maintain a U.S. Government security clearance (interim and/or final). Continued employment is contingent upon the successful adjudication of this clearance; failure to obtain or maintain the required level of access may result in rescission of the job offer or termination of employment
- Existing relationships within Army logistics, sustainment, or readiness communities (e.g., Army Materiel Command (AMC), Army Sustainment Command (ASC), Army Futures Command (AFC), ASA(ALT) and its Program Executive Offices (PEO Aviation, PEO GCS, PEO CS&CSS), TACOM, AMCOM, CECOM, FORSCOM, Army Chief Data & Analytics Office / DoD CDAO, AAL / DIU / xTech)
- Understanding of government contracting and procurement vehicles
- Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies
- Active security clearance or the ability to obtain one
- Bachelor's degree or equivalent experience
Benefits
- Lucrative Commission Plan (50/50 sales plan)
- 100% employer paid health benefit premiums (medical, dental, vision)
- Unlimited Paid Time Off
- Paid Time Off for National Holidays
- Stock options at sign-on
- 401k plan
- Company equipment (Mac/PC and iPhone)
- Remote work from home
- Meaningful equity participation
- Fully paid medical, dental, and vision coverage for you and your dependents
- Flexible work arrangements, with remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas
Company Overview