Account Executive - Air Force

Sitreps; Washington (District of Columbia); On-site; USD 190,000 - 210,000; Full time

Benefits offered by this job

Equity included

Job summary

A defense-focused technology company is seeking an Account Executive with an Air Force background to lead early-stage sales activities across Department of Defense and Federal Civilian accounts. The ideal candidate should have strong communication skills and the ability to engage with senior military and civilian leaders. This full-time role is based in Washington DC and offers an attractive OTE structure of $190,000–$210,000 with travel requirements of 20-30%.

Qualifications

• Military officer background ideally O-3/O-4, open to enlisted with logistics expertise.
• Deep familiarity with a DoD service branch or Federal environment is essential.
• Comfort engaging senior military and civilian leaders is required.

Responsibilities

• Own and execute sales activities across DoD and Fed Civilian accounts.
• Prospect through cold calling, emails, and conferences.
• Support pipeline progression by managing live opportunities.

Skills

Strong communication skills

Ability to conduct discovery calls

Coachable and intellectually curious

Experience with outbound outreach

Job description

Account Executive - Air Force Background

Type of work: Onsite - Washington DC, 20-30% travel required
OTE: $190,000–$210,000
50% base / 50% commission
Equity included

Our client is a defense-focused technology company that provides data, analytics, and software solutions to help government leaders make faster, better-informed decisions. Their platform supports the U.S. Department of Defense and federal agencies across areas such as logistics, supply chain, readiness, and resource allocation.

What You’ll Do

• Own and execute early-stage sales activities across DoD and Fed Civ accounts
• Prospect effectively through outbound outreach (cold calling, email, conferences)
• Deliver clear, compelling value propositions and customer pitches
• Conduct discovery calls and support business development meetings
• Develop written and verbal business cases, summaries, and customer readouts
• Collaborate with senior sales leaders in a team-selling model
• Support pipeline progression across live opportunities
• Learn and apply a structured sales methodology through a formal onboarding and training program

Who We’re Looking For

• Military officer background strongly preferred (O-3 / O-4 ideal, but open to enlisted with logistics expertise)
• Background in Air Force
• Deep familiarity with a DoD service branch or Federal Civilian environment
• Comfort engaging senior military and civilian leaders
• Strong communication skills (written and verbal)
• Coachable, intellectually curious, and highly motivated
• Willingness to learn sales from the ground up in a performance-driven environment

Bonus (Nice to have):

• Subject matter expertise in logistics, supply chain, sustainment, or operations
• Prior exposure to defense tech, analytics, or enterprise software