Account Director - Federal

DataRobot; Austin (TX); Remote; USD 120,000 - 240,000; Full time

Job summary

DataRobot is seeking a high-impact DoW/Intelligence Account Director to drive enterprise AI analytics sales within the DoD and IC sectors. You will engage senior defense leaders, leverage a strong technical background, and guide deals from strategy through procurement, leveraging DataRobot’s AI platform to solve mission-critical problems.

You will work remotely across the US, travel to installations as needed, and collaborate with defense and intelligence customers to achieve sustainable revenue

Qualifications

• Sell enterprise software to Defense and Intelligence sectors and exceed quotas.
• Navigate defense/intel acquisition pathways and specialized contracting vehicles.
• Present and demonstrate operational value through technical sessions and evaluations.

Responsibilities

• Build and drive strategic sales plans across DoW/DoD/IC.
• Collaborate with data scientists to demonstrate mission value.
• Deliver tailored presentations highlighting strategic and mission benefits.
• Maintain understanding of defense trends and procurement processes.
• Communicate clearly with executive leadership and stakeholders.
• Report pipeline and forecasts in Salesforce.

Skills

DoD/IC sales

Enterprise software

Value selling

Executive engagement

Sales forecasting

Education

BA/BS degree

Tools

Salesforce

Job description

Remote US

Virginia, US - Remote

Texas, US - Remote

Massachusetts, US - Remote

California, US - Remote

Full time

R-102627

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business - today and in the future.

DataRobot is looking for a driven, focused, and high-impact DoW/Intelligence Account Director with a strong understanding of Artificial Intelligence, enterprise-wide software technologies, and value-driven sales within the Department of War (DoW) and Intelligence sectors. We're seeking someone experienced in handling sophisticated selling situations with highly technical military, intelligence, and defense leaders, Senior Executive Service (SES) officials, Flag Officers, and impactful defense decision-makers.

As part of our Public Sector Sales team, you'll be comfortable selling our sophisticated analytics solution that empowers national security entities to tackle their most complex data science, threat intelligence, and mission-critical problems. You'll collaborate with our passionate team and industry leaders within the field of Defense Tech, Predictive Analytics, and AI-driven intelligence operations.

What does it take?:

• Build and drive strategic territory and account sales plans to meet and exceed quota across Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) agencies.

• Work closely with Defense & Intel Customer Facing Data Scientists to demonstrate operational mission value through technical proof of concept sessions and classified/unclassified evaluations.

• Deliver tailored presentations and demonstrations highlighting the tactical, strategic, and mission benefits of DataRobot in defense and intelligence environments.

• Maintain a deep understanding of key defense and intelligence agency trends, specialized defense/IC procurement processes, and competitive market dynamics.

• Practice effective, clear communication with executive leadership, defense agency stakeholders, intelligence community partners, and support staff.

• Provide regular reporting of pipeline and accurate forecasts through salesforce.com.

Is this You?:

• You have a BA/BS degree and a demonstrated ability to sell enterprise software into the Defense and Intelligence sectors while exceeding quotas.

• Deeply experienced selling into the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) ecosystems, with a proven track record of navigating defense/intel acquisition pathways, specialized contracting vehicles, and program offices.

• Experienced in selling AI/ML, advanced analytics, data platforms, or predictive intelligence software to defense and IC agencies.

• You have experience selling emerging technologies, winning new DoW/IC mission logos, building defense territories, and expanding high-impact national security accounts.

• You are trained in value-selling methodologies tailored to complex defense and intelligence procurements.

• You hold a proven track record of consistent overachievement of sales quotas within the Defense, DoW, and National Security domain.

• Active Security Clearance (Top Secret/SCI preferred, but not required) and a willingness to travel to military installations, defense command centers, and secure facilities (SCIFs) as needed is a plus.

• You are highly driven, energetic, confident, self-sufficient, self-motivated, and committed to success with a strong work ethic and deep dedication to the national security mission.

• Experience working in a defense- or intelligence-focused startup or fast-growing defense tech vendor is a bonus.

What you get in return:

• We move fast and reward hard work. We expect results, and we love doing the work we're passionate about.

• Our employees have a voice in what we do! We continually challenge and support each other to find better, more robust solutions for customers and partners. After all, it's our customers that make us tick!