Account Executive, Defense AI Sales (Remote + Equity)

Socket.dev

Washington (District of Columbia)

Hybrid

USD 170,000 - 210,000

Full time

14 days+

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Job summary

Virtualitics in Washington, DC seeks a quota-carrying Sales Account Executive to own the Manufacturing & Munitions ecosystem across the Federal Systems Integrator and Defense Industrial Base market. This hunter role builds revenue with primes, integrators, and emerging defense-technology firms, guiding five growth motions: Sell-To, Sell-Through, Sell-With, Embed/OEM, and FMS.

You will map mission needs to credible AI opportunities across materiel visibility, depot analytics, supply-chain, and

Qualifications

7+ years of success in a quota-carrying Federal sales, strategic accounts, channel, alliances, or business-development role.
Demonstrated relationships and revenue experience within the Manufacturing & Munitions market.
Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission technology solutions.
Evidence of net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and closing.
Working knowledge of U.S. federal acquisition and FSI capture, including teaming, NDAs, RFIs/RFPs, IDIQs, OTAs, task orders, and partner commercial structures.
Ability to communicate a complex technical and mission value proposition to executives, capture leaders, program teams, operators, and technical audiences.
Willingness to travel 40–50% and operate independently in a fast-moving, collaborative environment.

Responsibilities

Own the ecosystem: Develop and execute a focused account and partner strategy across the Manufacturing & Munitions market, from executive relationship mapping through opportunity qualification, negotiation, and close.
Build qualified pipeline: Create new opportunities across major primes, specialized companies, and emerging providers; maintain disciplined account plans, deal stages, next actions, and forecast accuracy.
Sell-To: Position Virtualitics for the company’s internal AI, analytics, engineering, program, production, supply-chain, and delivery workflows.
Sell-Through: Join active U.S. Government pursuits early and work with capture and program teams to specify Virtualitics in proposals, architectures, contract vehicles, and funded programs.
Sell-With: Co-develop repeatable mission offerings that combine Virtualitics software with the partner’s domain expertise, integration, platform, and delivery capabilities.
Embed/OEM: Structure embedded and OEM licensing relationships in which Virtualitics capabilities become part of a partner platform or branded solution at scale.
Foreign Military Sales: Identify exportable solution opportunities with U.S. primes and eligible allied customers; navigate the FMS case lifecycle from pre-LOR shaping through Letter of Request (LOR), Letter of Offer and Acceptance (LOA), contracting, delivery, and expansion in coordination with internal export and legal resources.
Map mission use cases: Translate partner and government needs into credible AI opportunities across Class V and Class IX materiel visibility, production and depot analytics, supply-chain illumination, program intelligence, budget and audit support, and mission readiness.
Multi-thread relationships: Build trusted access across executive leadership, business development, capture, program delivery, technical, security, contracts, international, and FMS organizations.
Lead the internal team: Orchestrate solutions engineering, customer success, marketing, product, contracts, capture, executive advisors, and FMS/export specialists around the highest-value opportunities.