Account Executive - FSI - Manufacturing & Munitions

Virtualitics, Inc; United States; Hybrid; USD 180,000 - 230,000; Full time

Benefits offered by this job

Equity participation

Medical, dental, and vision coverage

Unlimited PTO

Flexible work arrangements

Remote/hybrid options for LA/DC

Job summary

Virtualitics is seeking a quota-carrying Sales Account Executive to own the Federal Manufacturing & Munitions ecosystem. The role focuses on building revenue with major primes, suppliers, and defense-tech companies across U.S. and allied markets.

Expect active pursuit of government contracts and embedded licensing opportunities. The ideal candidate has 7+ years in federal sales, strong relationships in defense manufacturing, and proven ability to drive multi-stakeholder deals, with willingness

Qualifications

• 7+ years in a quota-carrying Federal sales or equivalent business development role.
• Demonstrated revenue experience in the Manufacturing & Munitions market.
• Experience selling enterprise software, AI/ML, data analytics or similar complex solutions.
• Evidence of net-new hunting, executive access and multi-stakeholder qualification.
• Knowledge of US federal acquisition, including NDAs, RFIs/RFPs, IDIQs and OTAs.

Responsibilities

• Own the ecosystem: map executives and develop a focused account strategy across Manufacturing & Munitions.
• Build qualified pipeline across primes, specialists, and emerging providers with disciplined account plans.
• Sell-To: position Virtualitics within internal AI, analytics, engineering, program, production, and delivery workflows.
• Sell-Through: collaborate on proposals, architectures, and funded programs with capture and program teams.
• Sell-With: co-develop repeatable mission offerings with partners’ domain expertise.
• Embed/OEM: structure embedded licensing relationships for scale.
• Foreign Military Sales: identify exportable solutions with U.S. primes and allied customers; manage LOR/LOA stages.
• Map mission use cases across materiel visibility, depot analytics, supply-chain, and mission readiness.
• Build multi-thread relationships across leadership, BD, delivery, contracts, and security.

Skills

Quota-carrying Federal sales

Executives relationship building

Manufacturing & Munitions network

Enterprise software/AI/ML knowledge

Negotiation and closing

US federal procurement knowledge

Travel 40-50% willingness

Education

Bachelor’s degree or equivalent experience

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 Manufacturing & Munitions 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 munitions production, energetics, industrial-base capacity, supplier resilience, depot and factory operations, and materiel readiness.

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.

Ecosystem & Candidate Relationship Profile

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.

Major primes & OEMs

General Dynamics OTS, Northrop Grumman, RTX, Lockheed Martin Missiles and Fire Control, BAE Systems, and L3Harris Aerojet Rocketdyne

Specialists & integrators

Day & Zimmermann, Nammo, Rheinmetall, American Ordnance, Chemring, and other critical suppliers

Emerging companies

new production, propulsion, energetics, and advanced-manufacturing defense companies

Relevant market signals include capacity expansion, production throughput, supplier risk, indentured bill-of-material visibility, quality, schedule, and allied replenishment demand.

Key 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 and the partner’s domain expertise, integration, platform, and delivery capabilities.

• Embed/OEM: Structure embedded and OEM licensing relationships in which Virtualitics capabilities become 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 opportunity 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.

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 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, 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

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 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.