Account Executive - FSI - Ground Vehicles

Virtualitics; Washington (District of Columbia); Hybrid; USD 120,000 - 210,000; Full time

Benefits offered by this job

Competitive compensation and equity

Fully paid medical, dental, vision

Unlimited PTO

Remote flexibility and hybrid options

Job summary

Virtualitics seeks a quota‑carrying Sales Account Executive to own the Ground Vehicles ecosystem within the Federal Systems Integrator and Defense markets in the United States. You will build relationships with primes, integrators, and emerging defense tech firms, and drive revenue across five growth motions: Sell-To, Sell-Through, Sell-With, Embed/OEM, and FMS.

This hunter role requires deep understanding of defense procurement, enterprise software, and AI/ML solutions, plus willingness to

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 Ground Vehicles 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, IRAD, 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 Ground Vehicles market, from executive relationship mapping through opportunity qualification, negotiation, and close.

Skills

Federal sales experience

Ground Vehicles market

Enterprise software sales

AI/ML solutions selling

Executive relationship building

Negotiation & closing

U.S. federal procurement knowledge

Travel willingness 40-50%

Opportunity qualification

Cross-functional collaboration

Education

Bachelor’s degree or equivalent

Job description

About Virtualitics

Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. Founded on a decade of Caltech research in partnership with NASA/JPL, we are led by scientists, strategists, and servicemembers united by a single mission: to solve the world’s most complex, mission‑critical challenges with AI. Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent‑driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves. If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here. Virtualitics is seeking a quota‑carrying Sales Account Executive to own the Ground Vehicles ecosystem across the Federal Systems Integrator and Defense Industrial Base market. This role will build revenue‑generating relationships with major primes, specialized suppliers and integrators, and emerging defense‑technology companies supporting combat and tactical vehicle production, modernization, fleet readiness, maintenance, parts availability, and platform sustainment. The successful candidate will execute five coordinated growth motions within strategic accounts: Sell‑To, Sell‑Through, Sell‑With, Embed/OEM, and Foreign Military Sales (FMS). This is a hunter role for a seller who understands how defense companies capture, win, deliver, productize, and expand mission solutions in the United States and with eligible allied customers. We are looking for candidates with active, credible relationships across a mix of company types. The examples below are illustrative, not an assigned account list.

Ecosystem & Candidate Relationship Profile

Major primes & OEMs

General Dynamics Land Systems, BAE Systems, Oshkosh Defense, AM General, Textron Systems, and American Rheinmetall Vehicles

Specialists & integrators

Allison Transmission, Cummins, Caterpillar, RENK America, Leonardo DRS, KBR, and other platform suppliers

Emerging companies

specialty mobility, robotics, survivability, subsystem, and advanced vehicle companies

Relevant market signals include fleet availability, maintenance and supply bottlenecks, modernization programs, production capacity, platform commonality, and allied sustainment.

Key Responsibilities

• Own the ecosystem: Develop and execute a focused account and partner strategy across the Ground Vehicles 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 IX supply visibility, depot and field maintenance, mission readiness, program intelligence, production analytics, workforce readiness, and portfolio decisions.
• 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.

Required 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 Ground Vehicles 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, IRAD, 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.

Preferred Qualifications

• Track record executing two or more of the five growth motions, with strong preference for candidates who have built sell‑through, OEM/embedded, or FMS revenue.
• Experience with the FMS ecosystem and stakeholders, including U.S. primes, DSCA, Department of State, implementing agencies, Security Cooperation Organizations, and partner‑nation customers.
• Understanding of exportability, technology releasability, ITAR/export controls, data sovereignty, cybersecurity, cloud authorization, and classified or controlled mission environments.
• Experience with MEDDPICC, Challenger, or another disciplined enterprise‑sales methodology.
• Active security clearance and bachelor’s degree, or equivalent relevant experience.

Clearance Requirement

This position requires the ability to obtain and maintain a U.S. Government security clearance (interim and/or final). Continued employment is contingent upon successful adjudication; failure to obtain or maintain the required level of access may result in rescission of the job offer or termination of employment.

What Success Looks Like

• First 90 days: Establish ecosystem credibility, build the relationship map, qualify the initial account portfolio, and create a focused pipeline across the five motions.
• First year: Convert new partner relationships into direct, program, joint‑solution, embedded, and qualified international revenue paths while meeting or exceeding annual quota.

Compensation

Competitive base salary based on experience and a lucrative 50/50 commission plan

What We Offer You

• We offer highly competitive compensation, meaningful equity participation, and fully paid medical, dental, and vision coverage for you and your dependents.
• Our benefits also include unlimited PTO and flexible work arrangements, with remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas.

At Virtualitics, you’ll join a high-performance team of scientists, strategists, and servicemembers building AI that operates in the world’s most demanding environments. The problems we solve matter — and so does the opportunity to grow while solving them.

You’ll have meaningful ownership from day one, with the ability to accelerate your career alongside a company scaling rapidly in national security and critical infrastructure.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.