Note: The job is a remote job and is open to candidates in USA. Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. The company is seeking a highly motivated and experienced Sales Account Executive to join their Federal Sales team, focusing on AI applications that impact military readiness.
Responsibilities
- 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 & Qtrly deal stage KPI’s
- Develop and execute comprehensive account strategies to penetrate key DoW agencies and commands. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions
- Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW
- Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including: Aircraft, ship, and ground vehicle 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
- Work closely with the Virtualitics pre-sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition
- Stay current on DoW trends, procurement processes, and 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
- 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 & contracting for AI software acquisition process
- Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to a technical and non-technical audience
- 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 DoW agencies and commands
- Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., USAF Air Force Materiel Command (AFMC), Air Force Life Cycle Management Center (AFLCMC), Air Force Sustainment Center (AFSC), Air Combat Command (ACC), Air Mobility Command (AMC), Space Operations Command (SpOC), Air Force Chief Data Office / DoW CDAO AFWERX / DIU / Rapid Capabilities Office)
- Understanding of government contracting and procurement vehicles
- Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies
- Active security clearance or the ability to obtain one
- Bachelor's degree or equivalent experience
Benefits
- Competitive base salary based on experience
- 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
Company Overview