Account Executive, Air & Drone Defense — Remote

Virtualitics, Inc

United States

Hybrid

USD 120,000 - 230,000

Full time

14 days+

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Benefits offered by this job

Unlimited PTO

Flexible work arrangements

Fully paid medical, dental, and vision

Job summary

Virtualitics is seeking a quota-carrying Sales Account Executive to own the Air & Drone Defense ecosystem across the Federal Systems Integrator and Defense Industrial Base market. You will build revenue-generating relationships with major primes, specialized suppliers, and emerging defense-tech providers supporting air platforms, unmanned systems, and mission readiness.

The successful candidate will execute five growth motions—Sell-To, Sell-Through, Sell-With, Embed/OEM, and FMS—while

Qualifications

7+ years in quota-carrying federal sales or BD roles.
Strong relationships in the Air & Drone Defense market.
Experience selling enterprise software, AI/ML, data analytics, or other complex mission tech solutions.
Evidence of net-new hunting, executive access, opportunity creation, qualification, negotiation, and closing.
Working knowledge of U.S. federal acquisition and contract processes (RFIs/RFPs, IDIQs, OTAs).
Willingness to travel 40–50% and operate independently in a fast-moving environment.

Responsibilities

Own the ecosystem and strategy across the Air & Drone Defense market, from executive mapping to qualification, negotiation, and close.
Build and manage a qualified pipeline across primes, specialized companies, and emerging providers.
Sell-To: align with internal AI, analytics, engineering, and delivery workflows.
Sell-Through: engage in US government pursuits with capture and program teams.
Sell-With: co-develop mission offerings combining software with partner capabilities.
Embed/OEM: structure embedded licensing with partner platforms at scale.
Foreign Military Sales: navigate export cases with primes and allied customers; manage LOR/LOA lifecycle.
Map mission use cases to AI opportunities across aircraft, maintenance, and readiness.
Lead multi-thread relationships across executives, BD, delivery, contracts, security, and international teams.
Coordinate solutions engineering, customer success, marketing, product, and export resources around high-value opportunities.