Account Executive - NORTHCOM & SOUTHCOM

Virtualitics; EE. UU.; Híbrido; USD 120.000 - 190.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health benefits

Stock options

401k plan

Unlimited PTO

Remote work from home

Descripción de la vacante

Virtualitics seeks a highly motivated Sales Account Executive to drive growth within the Department of War (DoW) space, selling AI-enabled readiness solutions to DoD agencies and commands. You’ll own the sales cycle from prospecting through negotiation, building strategic plans and relationships with senior DoD stakeholders.

You will collaborate with pre‑sales, marketing, and product teams, leverage MEDDIC/Challenger methodologies, and pursue a defined commission plan with remote flexibility and

Formación

• 5+ years of quota-carrying Federal Account Executive experience, with strong DoW exposure.
• Proven track record selling enterprise software, AI/ML, or data analytics solutions.
• Experience developing strategic account plans and managing complex sales cycles, procurement understanding.
• Excellent communication, presentation, and interpersonal skills for technical and non-technical audiences.
• Self-starter who works independently and in a team in a fast-paced environment.

Responsabilidades

• Drive full-cycle sales from prospecting to closing and maintain a robust sales pipeline.
• Develop and execute account strategies to penetrate DoD agencies and commands.
• Build and nurture relationships with decision-makers and end-users within DoW.
• Articulate a rich value proposition across AI software applications for readiness missions.
• Collaborate with pre-sales, marketing, account management, and product teams on demos and RFP responses.

Conocimientos

Federal sales

DoD knowledge

Strategic account planning

Communication

Negotiation

Educación

Bachelor's degree or equivalent

Descripción del empleo

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.

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.

Location: Preferred locations in Colorado Springs / South Florida

Reports to: Sales Director

Position Overview

Virtualitics is seeking a highly motivated and experienced Sales Account Executive to join our Federal Sales team and Go-To-Market (GTM) Organization. This individual will be a key driver of our growth within the Department of War (DoW), focusing on Artificial Intelligence (AI) applications that directly impact military readiness. The ideal candidate will be a strategic thinker, aggressive and outcome oriented, with a proven track record of selling complex AI software solutions into the DoW space and a deep understanding of the challenges facing the Dept. of War in areas of sustainment, logistics, and operational availability. Reporting directly to the Sales Director within GTM Organization.

Key Responsibilities

• Full-Cycle Sales Execution: Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing. Build and manage a robust sales pipeline to meet and exceed annual sales targets & Qtrly deal stage KPI’s.
• Sales Account Management: Develop and execute comprehensive account strategies to penetrate key DoD agencies and commands. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions.
• Customer Relationship Building: Establish and nurture strong, long-lasting relationships with decision‑makers, influencers, and end‑users within the DoW.
• Solution-Oriented Selling: Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including:
  • Aircraft, ship, and ground vehicle asset availability and sustainment operations.
  • Medical device and personnel readiness of the total force.
  • Materiel storage, warehousing management, and supply chain logistics for specialized equipment.
• Collaboration: Work closely with the Virtualitics pre‑sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition.
• Market Intelligence: Stay current on DoD trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions.

Qualifications & Skills

• Required:
  • 5+ years of successful experience in a quota‑carrying Federal Account Executive role, with a strong preference for experience within the DoW..
  • Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.
  • Proven ability to develop and execute strategic account plans and manage complex sales cycles. Strong understanding of procurement & contracting for AI software acquisition process.
  • Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to a technical and non‑technical audience.
  • Self‑starter with the ability to work independently and as part of a collaborative team in a fast‑paced environment.
• Preferred:
  • Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., NORTHCOM & SOUTHCOM).
  • Understanding of government contracting and procurement vehicles.
  • Experience with MEDDIC/MEDPIC, Challenger, or other solution‑selling methodologies.
  • Active security clearance or the ability to obtain one.
  • Bachelor's degree or equivalent experience.

You will be required to obtain and maintain an interim and/or final security clearance. Failure to obtain and maintain the required level of clearance may result in the withdrawal of a job offer or removal.

Compensation

We offer:

• Competitive base salary based on experience
• Lucrative Commission Plan (50/50 sales plan)
• 100% employer paid health benefit premiums (medical, dental, vision)
• Unlimited Paid Time Off
• Paid Time Off for National Holidays
• Stock options at sign‑on
• 401k plan
• Company equipment (Mac/PC and iPhone)
• Remote work from home

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, meaning 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.

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.