Note: The job is a remote job and is open to candidates in USA. Virtualitics is an AI-native readiness applications company serving defense, government, and critical infrastructure organizations. The Sales Account Executive will own and grow the Federal Systems Integrator business by driving direct sales, teaming opportunities, and white-label licensing agreements, while managing full-cycle sales and strategic partner relationships.
Responsibilities
- Drive the entire sales process from initial partner prospecting and opportunity identification to contract negotiation and closing across all three FSI motions. Build and manage a robust pipeline of direct, teamed, and OEM opportunities to meet and exceed annual sales targets and quarterly deal stage KPIs
- Develop and execute comprehensive account strategies to penetrate priority Federal Systems Integrators. Identify and engage key stakeholders across capture, BD, program delivery, AI/analytics practices, and CTO organizations, and map Virtualitics solutions to their pursuit pipelines and program needs
- Position and close Virtualitics software for the integrator's direct use, including internal analytics, IRAD initiatives, and delivery accelerators that improve program execution and margin
- Build teaming relationships that embed Virtualitics into FSI captures, proposals, and funded programs as a prime/sub or reseller arrangement, driving revenue through the integrator's contract vehicles and task orders. Support joint capture activities, proposal responses, and win themes
- Structure and negotiate OEM and embedded licensing agreements where Virtualitics AI is delivered as part of the integrator's branded solutions at scale, including commercial terms, license pass-through, and long-term expansion
- Establish and nurture strong, long-lasting relationships with decision-makers, capture executives, program managers, and technical leaders across the FSI ecosystem. Serve as the integrator's trusted advocate inside Virtualitics
- Work closely with the Virtualitics pre-sales engineering/solutions, marketing, account management, contracts, and product teams to create and deliver compelling demonstrations, teaming packages, proposals, and RFI/RFP responses that effectively communicate our value proposition to and through partners
- Stay current on FSI competitive dynamics, major re-competes and new program captures, procurement trends, and contract vehicle activity to position Virtualitics on winning teams early
Skills
- 7+ years of successful experience in a quota-carrying Federal Account Executive, channel, or alliances role, with a strong preference for experience selling with and through Federal Systems Integrators
- Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions
- Proven ability to develop and execute strategic partner account plans and manage complex, multi-stakeholder sales cycles. Strong understanding of federal 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, including capture and executive leadership
- 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 FSI partners and joint customers
- This position requires the ability to obtain and maintain a U.S. Government security clearance (interim and/or final)
- Established relationships across the Federal Systems Integrator ecosystem (e.g., BAE Systems, Leidos, GD, Andruil, Saronic Technologies, CACI, Lockheed Martin, Northrop Grumman, Peraton, ManTech, Accenture Federal Services, Deloitte, RTX, etc), including AI/data analytics practice leads, capture and BD executives, program managers, and CTO organizations
- Demonstrated success executing all three FSI go-to-market motions:
- Working knowledge of the FSI capture lifecycle, including teaming agreements, NDAs, IRAD cycles, and common contract vehicles (IDIQs, GWACs, OTAs, GSA schedules)
- Experience negotiating channel, reseller, and OEM commercial terms (margin structures, deal registration, license pass-through)
- 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