Account Executive - DoW

Air; Virginia (MN); On-site; USD 90,000 - 130,000; Full time

Job summary

Air seeks an Account Executive to join our Sales team, driving revenue by engaging with customers and positioning Air’s flagship Air Enterprise Readiness platform. You will evangelize Air’s technology, build trusted advisor relationships, and translate client needs into actionable sales propositions, reporting to a Sales Leader.

This role requires sitting in our Arlington, VA office with up to 25% travel, collaborating with Marketing, Capture, and Delivery teams, and leveraging a fast-paced

Qualifications

• Candidate must be a U.S. citizen and clearable for a security clearance.
• Bachelor’s degree from a top accredited institution.
• Experience or domain knowledge in one or more Armed Forces branches preferred.

Responsibilities

• Generate new leads and opportunities within a defined territory with cross-team collaboration.
• Develop familiarity with Air offerings to address national security challenges.
• Understand Defense Acquisition processes and identify key questions in the sales cycle.
• Move opportunities through the sales cycle with pre/post-sales support.
• Exceed key performance metrics and maintain CRM records in Salesforce.
• Coordinate with Sales, Marketing, Capture, and Delivery teams to meet targets.

Skills

Armed Forces experience

Security clearance

Communication skills

Sales mindset

Salesforce experience

Education

Bachelor’s degree from a Top Accredited Institution

Tools

Salesforce

Job description

Company Description

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

Job Description

We are seeking an Account Executive (AE) to join the growing Sales team at Air. The AE plays a critical role in supporting Air’s business by engaging with customers in pursuit of positioning our technology, expanding the sales pipeline, and driving revenue.

In order to do this job well, you must be passionate about U.S. national security and the role of technology in driving American competitiveness, and eager to evangelize Air’s flagship product, Air Enterprise Readiness platform. You are a natural influencer and can serve as a trusted advisor to help customers solve tough problems. You have a knack for building deeply rooted partnerships and understanding, and translating client needs into actionable sales propositions. You are passionate about the power of data to drive better-informed decisions in the government. You thrive in a fast-paced environment and have a competitive spirit where nothing but your best will do.

In this role, you will report to an executive-level Sales Leader and collaborate across the Marketing, Capture, and Delivery teams. A key requirement for our Defense AE role is domain knowledge and experience in one or more branches of the Armed Forces (e.g. Army, Air Force, Navy, Marine Corps, Coast Guard). Sales experience is not necessary, although it could be useful. Air will provide you with an exciting, fast-paced training program and regular mentoring to ensure new hires are set up for immediate and ongoing success.

This role is a full-time position located out of our office in Arlington, VA.

This role may require up to 25% travel

Scope of Responsibilities

• Generate new leads and business opportunities across a defined territory, working closely with counterparts across the Sales, Capture, Marketing, and Delivery teams to identify targets and goals
• Develop a deep familiarity with Air offerings and how they can be used to solve a wide range of meaningful national security challenges
• Gain a deep understanding of Defense Acquisition processes and problems. Ensure the right questions are being asked and answered throughout the sales process
• Shepherd new business opportunities through the sales cycle, leveraging support from pre and post-sales teams for expertise and collaboration
• Exceed key performance metrics
• Utilize our CRM (Salesforce) to manage all aspects of prospecting, opportunity management, forecasting, client communications, contacts, activities, and tasks

Qualifications

• U.S. Citizenship is required
• Possesses a security clearance or is clearable
• Bachelor’s degree from a Top Accredited Institution

Required Skills:

• Strong domain knowledge & experience in one or more branches of the Armed Forces (e.g. Army, Air Force, Navy, Marine Corps, Coast Guard)
• Strong time and people management skills to marshal resources and advance opportunities
• Strong demonstration of intellect, drive, technical aptitude, and sales-oriented acumen
• Exceptional verbal and written communication skills

Desired Skills:

• Military / Civilian working experience in key Air domains (e.g. logistics, acquisition, etc)
• Experience in or exposure to the nuances of a startup or other entrepreneurial environment
• 1-3 years of government sales experience, preferably with enterprise technology solutions

We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we’re eager to hear from you.

Air is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.