Account Director - Federal

DataRobot; Richmond (VA); Remote; USD 300,000 - 400,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Flexible Time Off

Paid Holidays

Paid Parental Leave

Global Employee Assistance Program

Job summary

DataRobot is seeking a DoW/Intelligence Account Director to lead enterprise software sales within the DoW/DoD/IC ecosystem, focusing on AI/ML and analytics for defense clients.

You will drive strategic territory plans, demonstrate mission value through POC sessions, and deliver tailored defense-focused demonstrations while navigating procurement processes.

Qualifications

• BA/BS degree and ability to sell enterprise software into the Defense/IC while exceeding quotas.
• Experience selling into DoW/DoD/IC ecosystems with procurement pathways.
• Experience selling AI/ML, analytics, data platforms, or predictive intelligence to defense/IC.
• Experience selling emerging technologies and winning DoW/IC logos.
• Trained in value-selling for defense procurements.
• Proven quota overachievement in Defense/DoW/NS domain.
• Active Security Clearance (Top Secret/SCI preferred) and willingness to travel to secure facilities.
• Experience in defense-focused startup/vendor is a bonus.

Responsibilities

• Build and drive strategic territory and account sales plans to meet and exceed quota across DoW, DoD, and IC.
• Demonstrate operational mission value through technical POC sessions and evaluations.
• Deliver tailored presentations and demonstrations highlighting benefits in defense environments.
• Maintain understanding of defense/IC trends, procurement processes, and market dynamics.
• Communicate with executive leadership, defense stakeholders, and staff.
• Provide regular pipeline reporting and accurate forecasts via Salesforce.

Skills

Strategic sales planning

DoW/DoD/IC experience

Executive communication

Salesforce forecasting

Defense/IC domain knowledge

Security clearance

Public sector sales

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!

• We like to have fun along the way! We genuinely like each other and enjoy spending time together at company outings.

• We’re global! We are an international company supporting international customers, and we know that regular collaboration across the globe is how the best ideas come about.

• We’re committed to building a company culture where every individual can bring their full impact and reach their fullest potential. Our mission is to build a diverse and inclusive environment where dedicated people of all cultures, perspectives, backgrounds, races, genders, religions, orientations, abilities, and ages can 10x their lives.

Compensation Statement

The U.S. annual on-target earnings (OTE) range for this full-time position is between $300,000 and $400,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers

• Set High Standards

• Be Better Than Yesterday

• Be Rigorous

• Assume Positive Intent

• Have the Tough Conversations

• Be Better Together

• Debate, Decide, Commit

• Deliver Results

• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

DataRobot is proud to be an Equal Employment Opportunity and Aff… (the paragraph continues).

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy (https://www.datarobot.com/privacy/applicantpolicy/) .

DataRobot delivers AI that maximizes impact and minimizes business risk. Our AI applications and platform 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. For more information, visit our website (http://www.datarobot.com) and connect with us on LinkedIn (https://www.linkedin.com/company/datarobot/) .

Thank you for your interest in DataRobot, and we look forward to receiving your application through our official channels.