Account Executive - Department of Defense ›

Filevine EU; Washington (District of Columbia); On-site; USD 140,000 - 230,000; Full time

Benefits offered by this job

Medical, Dental, & Vision Insurance (f

Maternity & paternity leave (for full-

Short & long-term disability

Opportunity to learn from a dedicated

Top-of-the-line company swag

Job summary

Filevine seeks an Account Executive to spearhead DoD adoption of agentic AI, owning the full sales cycle from first engagement to deployed capability. You will converse with mission owners and navigate the DoD procurement landscape with guidance from Sales Engineering, Product, and GTM.

You will forecast results, build strategic account plans, and maintain a rigorous Salesforce pipeline while growing Filevine's presence in national security.

Qualifications

• 4+ years of enterprise sales experience in the DOD/national-security space
• Ability to translate mission needs into deliverable AI capabilities
• Deep understanding of DOD program offices and operational challenges
• Track record of meeting and exceeding revenue targets in the DOD space
• Balance strategic leadership with hands-on execution
• Drive a defense motion at the ground floor

Responsibilities

• Drive new business and revenue growth within DOD and the national-security community, owning the full sales cycle from initial engagement through deployed solution
• Translate mission needs into deliverable AI capabilities and drive through rapid demonstration to fielded outcomes
• Navigate the DOD procurement and security environment (DFARS, security clearance, agency protocols) across classified/unclassified
• Build and maintain relationships with mission owners, program offices, and evaluators as a trusted advisor
• Develop and execute strategic account plans aligned with mission requirements and modernization initiatives
• Coordinate with system integrators to ensure deployment and integration
• Provide market intelligence and feedback to product teams to shape defense offerings
• Accurately forecast quarterly/annual performance and manage pipeline in Salesforce
• Lead efforts to grow Filevine's DOD presence while maintaining hands-on engagement

Skills

Enterprise sales

AI fluency

DOD domain knowledge

Forecasting & pipeline

Strategic account planning

Leadership + execution

Tools

Salesforce

Job description

Account Executive - Department of Defense

Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. Grounded in a singular system of truth, Filevine brings together data, documents, workflows, and teams into one unified platform-where modern legal work happens with clarity and consistency. Powered by LOIS, the Legal Operating Intelligence System, Filevine connects context across every matter to transform legal operations from reactive to proactive. LOIS reads, understands, and reasons across your data to surface insight, automate complexity, and give professionals the clarity and confidence to see more, know more, and do more. Fueled by a team of exceptional collaborators and innovators, Filevine’s rapid growth has earned AI awards and recognition from Deloitte and Inc. as one of the most innovative and fastest-growing technology companies in the country.

Role Summary

As a Department of Defense Account Executive, you will drive the adoption of Filevine's agentic AI capability across DOD and the broader national-security community. You will own the full sales cycle as a quota-carrying individual contributor, speak the operational and acquisition language of DOD fluently, and navigate its distinct procurement environment to move fast where others stall. In collaboration with Sales Engineering, Product, and GTM, you will help define Filevine's defense go-to-market while maintaining the highest standards of security. We are building a small, elite team to attack this market, and this role is at the center of it.

Responsibilities

• Drive new business and revenue growth within DOD and the national-security community owning the full sales cycle from initial mission engagement through fielded deployment.
• Turn mission needs into deliverable products working with mission owners to translate an operational problem into a scoped AI capability, then driving it through rapid demonstration and pilot to an operational outcome.
• Navigate the unique DOD procurement and security environment including DFARS, security clearance requirements, and agency-specific security protocols across classified and unclassified environments.
• Build and maintain relationships with mission owners, program offices, and technical evaluators becoming a trusted advisor on agentic AI and its application to their mission - and speaking their operational and acquisition language fluently.
• Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives.
• Coordinate closely with system integrators to ensure successful deployment and integration, including in environments.
• Provide detailed market intelligence and customer feedback to product teams including classification levels and mission-specific requirements, to shape what Filevine builds for defense.
• Accurately forecast quarterly and annual performance track progress against annual revenue targets, and manage your pipeline with rigor in Salesforce.
• Take a leadership role in growing Filevine's DOD presence while maintaining hands-on engagement with your key accounts and proper security protocols.

Qualifications

• 4+ years of enterprise sales experience in the DOD/national-security space, with a proven track record of winning development-focused deals - where the deliverable was a built and fielded capability, not an off-the-shelf license.
• Genuine AI fluency - you can hold a credible technical conversation about agentic AI, models, data, and deployment, and translate that capability into mission value for an operational audience.
• A demonstrated ability to turn a DOD mission need into a scoped, deliverable product, and to drive it from problem statement through demonstration to fielded outcome.
• Deep understanding of DOD mission owners, program offices, and operational challenges - and the ability to speak their language.
• A consistent, demonstrable record of meeting and exceeding revenue targets and quota in the DOD space.
• The ability to balance strategic leadership with hands-on execution - a conceptual thinker who also does the work.
• The drive to shape a market rather than react to it, and to build the defense motion at the ground floor.

Work Location Expectation

Most roles for candidates in or near these metro areas (San Francisco, Salt Lake City, Chicago, or New York) are fully onsite. Some roles offer a hybrid schedule of 2-3 days in-office per week

Cool Company Benefits

• A dynamic, rapidly growing company, focused on helping organizations thrive
• Medical, Dental, & Vision Insurance (for full-time employees)
• Competitive & Fair Pay
• Maternity & paternity leave (for full-time employees)
• Short & long-term disability
• Opportunity to learn from a dedicated leadership team
• Top-of-the-line company swag

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