Account Executive

Zendr; Arlington (VA); Hybrid; USD 180,000 - 360,000; Full time

Benefits offered by this job

Equity

Flexible hybrid

Office in Arlington Court House area

Job summary

Zendr is hiring an Account Executive to own new business across the Defense Industrial Base. You will sell SaaS and data analytics to prime contractors, subcontractors and defense-adjacent organizations from a greenfield starting point.

Join an early-stage AI-powered defense intelligence company with equity and a flexible hybrid setup in Arlington, and direct exposure to founders shaping GTM and product direction.

Qualifications

• 5-7+ years of B2B sales with Defense Industrial Base exposure.
• Direct experience selling to prime contractors, Tier 1/2 subs, or defense-adjacent orgs.
• Strong new-logo and hunter sales capability.
• Proven quota attainment in complex enterprise sales.
• Ability to demonstrate deal sizes, ACV and revenue contribution.
• Understand how defense contractors manage BD, Capture and CI.
• Experience navigating buying committees and engaging senior decision-makers.
• Existing relationships across the DIB are highly valuable.
• Experience selling SaaS, data intelligence, analytics, cybersecurity or related tech.

Responsibilities

• You will own the full sales cycle and build relationships with BD, Capture, CI and senior stakeholders across the DIB.
• This is a genuine greenfield opportunity to build pipeline and new accounts from the ground up.

Skills

DIB experience

New logo sales

Enterprise sales

Dealmaking

Stakeholder management

ACV understanding

Defense contractors

SaaS sales

Buyer committee navigation

DIB relationships

Tools

GovWin

Deltek

Bloomberg Government

Govini

SAM.gov

Job description

Arlington, VA | Flexible hybrid

$180,000 base | $360,000 OTE | 50/50 split

Join an early-stage AI-powered defense intelligence company helping organizations make better decisions from U.S. defense acquisition data.

They are hiring an Account Executive to own new business across the Defense Industrial Base, targeting prime contractors, subcontractors and other defense-focused organizations.

The platform combines thousands of defense data sources with AI-powered research and analytics to help customers understand budgets, programs and market opportunities.

Why join at this stage

• Join at an early stage with around 20-25 people across the business


• Become the first dedicated AE focused on growing the DIB customer base


• $180,000 base salary with $360,000 OTE


• Sell directly to major defense primes, subcontractors and defense-adjacent organizations


• Work alongside a recently hired Senior Mission Success Manager as part of the initial GTM team


• Direct exposure to the founders with the opportunity to influence sales strategy and product direction


• Flexible hybrid working with an office in the Arlington Court House area


• Meaningful equity within a well-funded, high-growth startup

You will own the full sales cycle and build relationships with Business Development, Capture, Competitive Intelligence and senior stakeholders across the DIB.

This is a genuine greenfield opportunity for someone who wants to build pipeline and new accounts from the ground up.

What you will bring

• 5-7+ years of B2B sales experience with significant exposure to the Defense Industrial Base


• Direct experience selling to prime contractors, Tier 1/2 subcontractors or defense-adjacent commercial organizations


• Strong new-logo and hunter sales capability


• Proven quota attainment within complex enterprise sales environments


• Ability to clearly demonstrate deal sizes, ACV, revenue contribution and individual performance


• Understanding of how defense contractors manage Business Development, Capture and Competitive Intelligence


• Experience navigating complex buying committees and engaging senior decision-makers


• Existing relationships across the DIB would be highly valuable


• Experience selling SaaS, data intelligence, analytics, cybersecurity or comparable enterprise technology

Familiarity with GovWin, Deltek, Bloomberg Government, Govini, SAM.gov or similar platforms would also be relevant.

Interviews are taking place now through a three-stage process and can move quickly.