Account Executive - COCOMs

Virtualitics, Inc.; Washington (District of Columbia); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Virtualitics, Inc. is seeking a highly motivated Sales Account Executive to drive federal DoW opportunities within the Go-To-Market organization.

This role focuses on AI software solutions that enhance readiness, sustainment, and logistics, requiring a strategic thinker with a proven track record in complex DoD sales. Reporting to the Sales Director, you will own the sales process from prospecting to closing.

Qualifications

• 5+ years of quota-carrying Federal Account Executive experience.
• Experience selling enterprise software and AI/ML solutions.
• Ability to develop strategic account plans and manage complex sales cycles.
• Excellent communication and stakeholder management skills.
• Self-starter capable of independent work in a fast-paced team.

Responsibilities

• Drive full-cycle sales from prospecting to closing and manage a robust pipeline.
• Develop and execute account strategies to penetrate DoD agencies and commands.
• Build relationships with decision-makers and map solutions to readiness missions.
• Collaborate with pre-sales, marketing, and product teams on demonstrations and proposals.
• Stay informed on DoD trends, procurement processes, and competitive landscape.

Skills

Federal sales

Enterprise software

AI/ML solutions

Communication skills

Independent/work ethic

Education

Bachelor's degree or equivalent

Job description

Sales Account Executive (DoW)

Team: Go-To-Market

Location: Remote (Washington D.C. Metro Area preferred)

Reports to: Sales Director

Position Overview

Virtualitics is seeking a highly motivated and experienced Sales Account Executive to join our Federal Sales team and Go-To-Market (GTM) Organization. This individual will be a key driver of our growth within the Department of War (DoW), focusing on Artificial Intelligence (AI) applications that directly impact military readiness. The ideal candidate will be a strategic thinker, aggressive and outcome oriented, with a proven track record of selling complex AI software solutions into the DoW space and a deep understanding of the challenges facing the Dept. of War in areas of sustainment, logistics, and operational availability. Reporting directly to the Sales Director within GTM Organization.

Key Responsibilities

• Full-Cycle Sales Execution: Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing. Build and manage a robust sales pipeline to meet and exceed annual sales targets & Qtrly deal stage KPI’s.

• Sales Account Management: Develop and execute comprehensive account strategies to penetrate key DoD agencies and commands. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions.

• Customer Relationship Building: Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW.

• Solution-Oriented Selling: Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including:

  • Aircraft, ship, and ground vehicle asset availability and sustainment operations.

  • Medical device and personnel readiness of the total force.

  • Materiel storage, warehousing management, and supply chain logistics for specialized equipment.

• Collaboration: Work closely with the Virtualitics pre-sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition.

• Market Intelligence: Stay current on DoD trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions.

Qualifications & Skills

• Required:

  • 5+ years of successful experience in a quota-carrying Federal Account Executive role, with a strong preference for experience within the DoW..

  • Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.

  • Proven ability to develop and execute strategic account plans and manage complex sales cycles. Strong understanding of procurement & contracting for AI software acquisition process.

  • Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to a technical and non-technical audience.

  • Self-starter with the ability to work independently and as part of a collaborative team in a fast-paced environment.

• Preferred:

  • Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., CENTCOM, NORTHCOM, SOUTHCOM, EUCOM, AFRICOM, TRANSCOM, STRATCOM, and SPACECOM).

  • Understanding of government contracting and procurement vehicles.

  • Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies.

  • Active security clearance or the ability to obtain one.

  • Bachelor's degree or equivalent experience.

You will be required to obtain and maintain an interim and/or final security clearance. Failure to obtain and maintain the required level of clearance may result in the withdrawal of a job offer or removal.

Compensation

We offer:

• Competitive base salary based on experience

• Lucrative Commission Plan (50/50 sales plan)

• 100% employer paid health benefit premiums (medical, dental, vision)

• Unlimited Paid Time Off

• Paid Time Off for National Holidays

• Stock options at sign-on

• 401k plan

• Company equipment (Mac/PC and iPhone)

• Remote work from home

About Us

Virtualitics, the Mission AI Company, is focused on readiness applications primarily for defense and national security. We are a rapidly growing small business built on a decade of Caltech research in partnership with NASA/JPL. We transform mission readiness and operational efficiencies at speed and scale by reshaping how to approach complex data environments. Our AI solutions provide essential insights that address critical national security capability gaps within operational readiness: Maintenance, Materiel, Supply Chain, Personnel, Data Modernization and Deep Threat Analysis.