Account Executive – Army
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Job Description
Account Executive selling Virtualitics’ AI readiness applications to U.S. Army customers. Driving federal sales, strategic account growth, and complex software procurements.
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 and quarterly deal stage KPIs
- Develop and execute comprehensive account strategies to penetrate key Army commands, program executive offices, and agencies
- Identify key stakeholders, understand their challenges, and map Virtualitics solutions to critical readiness missions
- Establish and nurture relationships with decision-makers, influencers, and end-users across the Army
- Serve as a trusted advisor by understanding readiness needs in aviation, ground vehicles, equipment sustainment, medical readiness, materiel storage, warehousing, and supply-chain logistics
- Collaborate with pre-sales engineering/solutions, marketing, account management, and product teams
- Create and deliver demonstrations, proposals, and RFI/RFP responses
- Monitor Army and Department of War trends, procurement processes, and the competitive landscape
- Report directly to the Sales Director within the GTM Organization
Requirements:
- 7+ years of successful experience in a quota-carrying Federal Account Executive role
- 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
- Ability to articulate a complex value proposition to technical and non-technical audiences
- 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
- Existing relationships within Army logistics, sustainment, or readiness communities preferred
- Understanding of government contracting and procurement vehicles preferred
- Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies preferred
- Active security clearance or the ability to obtain one
- Ability to obtain and maintain a U.S. Government security clearance (interim and/or final)
- Bachelor's degree or equivalent experience preferred
Benefits:
- Meaningful equity participation
- Fully paid medical, dental, and vision coverage for you and your dependents
- Unlimited PTO
- Flexible work arrangements
- Remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas
- Lucrative Commission Plan (50/50 sales plan)
- Paid Time Off for National Holidays
- Stock options at sign-on
- 401k plan
- Company equipment (Mac/PC and iPhone)
- Remote work from home
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