Account Executive – Defence Industrial Base

Zendr; Maryland; Hybrid; USD 320,000 - 360,000; Full time

Benefits offered by this job

Meaningful equity

Hybrid work in Arlington

Job summary

Zendr is hiring its first dedicated Account Executive focused on the Defence Industrial Base, based in Washington, DC with a flexible hybrid setup. You will own the full sales cycle, selling AI-powered defence analytics to primes and subcontractors, while helping shape GTM strategy and messaging.

The role demands 5–7+ years in B2B enterprise sales with a proven track record of winning new logos in the DIB, plus comfort selling SaaS/data analytics to senior executives.

Qualifications

• 5–7+ years of B2B enterprise sales experience.
• Strong experience selling into the Defence Industrial Base.
• Proven track record of winning new logos.
• Experience selling to primes, Tier 1/2 subcontractors or defence-adjacent companies.
• Clear evidence of quota attainment, ACV and revenue performance.
• Experience engaging BD, Capture, Competitive Intelligence and senior executives.
• Strong enterprise deal management and stakeholder navigation skills.
• Experience selling SaaS, data, analytics, cybersecurity or similar technology.

Responsibilities

• Own the full sales cycle from prospecting through close.
• Sell to major defence primes, subcontractors and defence-adjacent organisations.
• Build pipeline and help shape commercial strategy as the company scales.
• Work directly with founders and early GTM team.
• Shape sales strategy, messaging and market approach.

Skills

B2B enterprise sales

Defence Industrial Base

Quota attainment

Stakeholder navigation

SaaS/Analytics/Cybersecurity

Tools

GovWin

Deltek

Bloomberg Government

SAM.gov

Job description

Account Executive – Defence Industrial Base

Washington, DC | Flexible hybrid

$320K–$360K OTE

An early-stage AI + defence intelligence company is hiring its first dedicated AE focused on the Defence Industrial Base.

This is a genuine greenfield opportunity — build pipeline, win new logos and help shape the commercial strategy as the company scales.

The opportunity:

• First AE dedicated to the DIB
• Sell to major defence primes, subcontractors and defence-adjacent organisations
• Own the full sales cycle from prospecting through close
• Work directly with the founders and early GTM team
• Help shape sales strategy, messaging and market approach
• Join a team of roughly 20–25 people
• $180K base / $360K OTE
• Meaningful equity
• Flexible hybrid setup in Arlington

The product:

AI-powered intelligence and analytics built on thousands of U.S. defence acquisition data sources, helping customers understand budgets, programmes and market opportunities.

Looking for someone with:

• 5–7+ years of B2B enterprise sales experience
• Strong experience selling into the Defence Industrial Base
• A proven track record of winning new logos
• Experience selling to primes, Tier 1/2 subcontractors or defence-adjacent companies
• Clear evidence of quota attainment, ACV and revenue performanceExperience engaging BD, Capture, Competitive Intelligence and senior executives
• Strong enterprise deal management and stakeholder navigation skills
• Experience selling SaaS, data, analytics, cybersecurity or similar technology

Existing relationships across the DIB are highly valuable.

Experience with GovWin, Deltek, Bloomberg Government, Govini or SAM.gov is a plus.

Interviews are already underway and the process can move quickly.

If you're an enterprise seller with a strong DIB network and want to build a territory from zero, get in touch.