Account Executive

Armaments Research Company; Virginia; Presencial; USD 90.000 - 150.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Equity Options

401k plan

Employer paid employee medical, dental

Descripción de la vacante

Armaments Research Company (ARC) is seeking an Account Executive to grow a portfolio of defense customers and move opportunities from first conversation to contract.

Reporting to the VP of Growth, you will manage outreach, qualify opportunities, coordinate with finance and contracts, and help turn pilots into repeat business.

This role requires 2+ years in B2B sales, the ability to communicate with both technical and non-technical audiences, and willingness to travel 20-30%.

Formación

• 2+ years of B2B sales, business development, or account management.
• Proven pipeline generation, deals closed, or targets met.
• Strong written and verbal communication, able to present to diverse audiences.
• Experience with a CRM (HubSpot or Salesforce) and solid pipeline discipline.
• Self-starter who is organized, persistent, and coachable.
• Willingness to travel 20-30% to customer sites and events.

Responsabilidades

• Identify target units and partners that could benefit from ARC's technology.
• Build and manage outreach: calls, emails, introductions, and follow-ups.
• Develop understanding of customers' missions, budgets, and decision-makers.
• Qualify opportunities and present to the VP of Growth and executive team.
• Own opportunities from lead to demonstration, quote, and award; keep CRM accurate.
• Support demonstrations, field exercises, and events with engineers and field support.
• Translate customer feedback into notes for Engineering and Product.
• Maintain an active pipeline and forecast timing and probability.
• Collaborate with Finance and Contracts on pricing packages.
• Travel as needed to client sites and events.

Conocimientos

B2B sales

Pipeline development

Executive presentations

CRM proficiency

Self-starter

Travel readiness

Educación

Bachelor's degree in business or related field

Herramientas

HubSpot

Salesforce

Descripción del empleo

Armaments Research Company (ARC) is a technology company dedicated to bringing real-timesituational awareness and battlefield logistics capabilities to the warfighter. You will be an integral part of the ARC team managing program execution in support of our innovative and powerful IoT devices to enhance national security.

Our core offering is the ARC AI-Enabled Weapons Sensor (AEWS), which collects and transmits real-time tactical data to the cloud. This information enables battlefield/tactical awareness and aggregated insights into big data sets that do not exist today. ARC technologies were initially developed in partnership with DARPA and the National Science Foundation and leverage internet-of-things (IoT) technology and machine learning to derive actionable insights and transform operational responses.This novel technology will be deployed at scale to enhance safety, decision-making, and sustainment for the warfighter at the tactical edge.

What You'll Do

ARC is looking for a motivatedAccount Executive to help us win and grow customers across the joint force. Reporting to the VP of Growth, you will own a portfolio of accounts and opportunities, run the day-to-day work of moving customers from first conversation to demo to contract, and help turn pilots and exercises into repeat business.

If you have a couple of years of B2B sales experience, are a curious and persistent seller, and want to learn how defense technology is sold and funded, this is a strong next step. Military service is not required. We will teach you the acquisition landscape and the culture. What we need from you is drive, discipline, and genuine interest in the mission.

Role Responsibilities - How You Will Make an Impact

Prospecting & Account Development

• Identify and research target units, commands, program offices, and prime contractor partners that could benefit from ARC's technology
• Build and manage your own outreach: calls, emails, introductions, and follow-ups
• Develop a working understanding of customers' missions, budgets, and decision-makers so conversations are specific and credible
• Qualify opportunities and bring the right ones to the VP of Growth and the executive team

Opportunity & Pipeline Management

• Own opportunities from lead through demonstration, quote, and award, keeping the CRM accurate and current
• Maintain a healthy pipeline and give clear, honest forecasts of timing and probability
• Track customer funding paths and contract vehicles with the growth and contracts team
• Prepare quotes and pricing packages using approved rates, in coordination with Finance and Contracts

Customer Engagement & Demonstrations

• Support product demonstrations, field exercises, and customer events, working with engineers and field support to make them successful
• Translate customer feedback into clear notes for Engineering and Product
• Build trusted relationships with users, operators, and decision-makers at every level
• Follow up after events to convert interest into next steps

Capture & Growth Support

• Support capture planning and proposal work by gathering customer information, tracking deadlines, and drafting sections as directed
• Help build account plans for priority customers
• Share competitive and market intelligence with the growth team
• Work closely with the VP of Growth, the CTO and engineering team, program management, and field operations
• Take part in pipeline reviews and weekly growth meetings
• Complete required security, CUI, and export control training and handle sensitive information responsibly

Relevant Skills and Experience

• 2+ years of B2B sales, business development, or customer-facing account management experience
• A track record of generating pipeline, closing deals, or meeting targets
• Strong written and verbal communication, including comfort presenting to technical and non-technical audiences
• Experience with a CRM (HubSpot, Salesforce, or similar) and good pipeline discipline
• Self-starter who is organized, persistent, and coachable
• Willingness to travel [20-30]% to customer sites, exercises, and events, with schedules shared as far in advance as possible

Bonus Points

• Experience selling technology, hardware, or complex solutions
• Exposure to government, defense, or public-sector sales or federal contracting
• Familiarity with SBIR/STTR, OTAs, or other defense acquisition pathways
• Bachelor's degree in business, communications, a technical field, or equivalent experience
• Active or previously held security clearance

This position will require access to restricted information and facilities protected under U.S. laws and regulations, including the National Industrial Security Program Operating Manual (NISPOM). Please note that any offer for employment will be conditioned on any required authorization to receive access to such restricted information and facilities necessary to perform the responsibilities of the position.

Citizenship Verification: This position requires verification of U.S. Citizenship to meet federal government security screening requirements required for this role. The successful candidate must be a U.S. Citizen and otherwise eligible to obtain access to classified information and facilities necessary to perform the responsibilities of the position.

What We Offer:

Equity Options
401k plan
Employer paid employee medical, dental and vision

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Armaments Research Company's Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.