Account Executive - OSW / 4th Estate

Virtualitics, Inc; Oregon; Hybrid; USD 120,000 - 240,000; Full time

Benefits offered by this job

Remote work

Stock options

401(k)

Job summary

Virtualitics is seeking a quota-carrying Sales Account Executive to own the Office of the Secretary of War (OSW) and 4th Estate territory, building net-new revenue across policy, resources, acquisition, technology, readiness, and mission support.

This hunter role requires establishing executive access, translating complex mission priorities into AI/use-case value, and leading the full sales cycle from prospecting through award and expansion. Remote options and strong compensation are offered.

Qualifications

• 7+ years of success in a quota‑carrying federal enterprise‑software or mission‑technology sales role.
• Demonstrated relationships and revenue experience across OSW, Defense Agencies, Department of War Field Activities, or comparable enterprise‑level defense organizations.
• Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission and business technology solutions.
• Evidence of net‑new hunting, executive access, opportunity creation, multi‑stakeholder qualification, negotiation, and personally closing complex federal deals.
• Working knowledge of federal budgeting, acquisition, capture, and contracting, including RFIs/RFPs, IDIQs, task orders, OTAs, pilots, and partner‑led contract paths.
• Ability to communicate a complex technical and mission value proposition to senior executives, program leaders, acquisition teams, operators, analysts, and technical audiences.
• Willingness to travel 40-50% and operate independently in a fast‑moving, collaborative environment.

Responsibilities

• Own the territory: Develop and execute a focused OSW / 4th Estate plan, from executive and mission owner relationship mapping through opportunity qualification, negotiation, award, and expansion.
• Build qualified pipeline: Create net-new opportunities, maintain disciplined account plans, and produce accurate deal stages, next actions, close plans, and forecasts with sufficient coverage to deliver quota.
• Create executive access: Establish trusted relationships with senior civilian leaders, mission owners, program executives, acquisition leaders, data and technology executives, and operational stakeholders.
• Lead mission discovery: Connect priority problems to Virtualitics capabilities and quantify operational, financial, readiness, workforce, or decision-speed outcomes.
• Shape early: Engage before formal RFIs and RFPs to influence requirements, acquisition paths, evaluation criteria, funding alignment, and implementation approaches.
• Navigate acquisition: Build practical paths to award through existing contract vehicles, task orders, competitive procurements, pilots, OTAs, and other authorized mechanisms.
• Use partners strategically: Work with federal systems integrators, contract holders, cloud and data partners, and mission-technology providers when they improve access, delivery, or scale.
• Map mission use cases: Position AI and decision intelligence across readiness, maintenance, logistics, supply chain, workforce, financial and program management, acquisition, data modernization, and threat analysis.
• Qualify delivery requirements: Surface cybersecurity, cloud authorization, data-access, integration, deployment, and clearance constraints early enough to protect the pursuit.
• Lead the internal team: Orchestrate solutions engineering, customer success, marketing, product, contracts, capture, partners, and executive advisors around the highest-value opportunities.

Skills

Executive relationship-building

Strategic hunter

Negotiation

Public speaking

Education

Bachelor's degree

Tools

Salesforce

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.

Position Overview

Virtualitics is seeking a quota‑carrying Sales Account Executive to own the Office of the Secretary of War (OSW) and 4th Estate territory. This role will build net‑new revenue across OSW principal staff organizations, Defense Agencies, and Department of War Field Activities responsible for policy, resources, acquisition, technology, readiness, logistics, enterprise operations, and mission support. This is a hunter role for a seller who can create executive access, translate complex mission and enterprise priorities into high‑value AI and analytics use cases, shape opportunities before formal solicitations, and lead the full sales cycle from prospecting through award and expansion. The successful candidate will sell directly to government mission owners and selectively use integrators, contract holders, and technology partners to accelerate outcomes.

Territory & Candidate Relationship Profile

We are looking for candidates with active, credible relationships across the organizations and buying communities below. The categories are illustrative, not an assigned account list. OSW & principal staff policy, research and engineering, acquisition and sustainment, comptroller, personnel and readiness, intelligence and security, CIO, program evaluation, and operational test communities. Defense Agencies & Field Activities enterprise IT and cyber, logistics, health, finance, acquisition, research, workforce, security, and shared‑service mission organizations. Mission & buying community senior executives, program and portfolio leaders, contracting and acquisition teams, data and AI leaders, analysts, operators, and enterprise transformation owners. Relevant market signals include funded modernization priorities, executive sponsorship, enterprise data and AI initiatives, acquisition timing, operational urgency, and a credible path to measurable mission or business outcomes.

Key Responsibilities

• Own the territory: Develop and execute a focused OSW / 4th Estate plan, from executive and mission‑owner relationship mapping through opportunity qualification, negotiation, award, and expansion.
• Build qualified pipeline: Create net‑new opportunities, maintain disciplined account plans, and produce accurate deal stages, next actions, close plans, and forecasts with sufficient coverage to deliver quota.
• Create executive access: Establish trusted relationships with senior civilian leaders, mission owners, program executives, acquisition leaders, data and technology executives, and operational stakeholders.
• Lead mission discovery: Connect priority problems to Virtualitics capabilities and quantify operational, financial, readiness, workforce, or decision‑speed outcomes.
• Shape early: Engage before formal RFIs and RFPs to influence requirements, acquisition paths, evaluation criteria, funding alignment, and implementation approaches.
• Navigate acquisition: Build practical paths to award through existing contract vehicles, task orders, competitive procurements, pilots, OTAs, and other authorized mechanisms.
• Use partners strategically: Work with federal systems integrators, contract holders, cloud and data partners, and mission‑technology providers when they improve access, delivery, or scale.
• Map mission use cases: Position AI and decision intelligence across readiness, maintenance, logistics, supply chain, workforce, financial and program management, acquisition, data modernization, and threat analysis.
• Qualify delivery requirements: Surface cybersecurity, cloud authorization, data‑access, integration, deployment, and clearance constraints early enough to protect the pursuit.
• Lead the internal team: Orchestrate solutions engineering, customer success, marketing, product, contracts, capture, partners, and executive advisors around the highest‑value opportunities.

Required Qualifications

• 7+ years of success in a quota‑carrying federal enterprise‑software or mission‑technology sales role.
• Demonstrated relationships and revenue experience across OSW, Defense Agencies, Department of War Field Activities, or comparable enterprise‑level defense organizations.
• Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission and business technology solutions.
• Evidence of net‑new hunting, executive access, opportunity creation, multi‑stakeholder qualification, negotiation, and personally closing complex federal deals.
• Working knowledge of federal budgeting, acquisition, capture, and contracting, including RFIs/RFPs, IDIQs, task orders, OTAs, pilots, and partner‑led contract paths.
• Ability to communicate a complex technical and mission value proposition to senior executives, program leaders, acquisition teams, operators, analysts, and technical audiences.
• Willingness to travel 40-50% and operate independently in a fast‑moving, collaborative environment.

Preferred Qualifications

• Track record winning enterprise or cross‑organizational programs in the 4th Estate, including opportunities that require coordination across policy, resource, acquisition, technology, and mission stakeholders.
• Experience selling into one or more relevant mission areas: enterprise IT and cyber, acquisition and sustainment, logistics, health, finance, workforce, research and engineering, or strategic decision support.
• Understanding of FedRAMP, DoW impact levels, zero trust, data governance, controlled or classified environments, and the practical requirements for deploying mission software.
• Experience with MEDDPICC, Challenger, or another disciplined enterprise‑sales methodology.
• Active security clearance and bachelor's degree, or equivalent relevant experience.

What Success Looks Like

• First 90 days: Establish territory credibility, validate the relationship map, prioritize the initial account portfolio, and create a focused pipeline tied to funded or fundable mission priorities.
• First year: Convert new relationships into qualified opportunities and net‑new awards, build a repeatable expansion path, maintain disciplined pipeline coverage, and meet or exceed annual quota.

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.

Compensation & Benefits

• Competitive base salary based on experience and a lucrative 50/50 commission plan.
• 100% employer‑paid medical, dental, and vision premiums; unlimited paid time off; paid national holidays; stock options; 401(k); company equipment; and remote work.

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.