Account Executive - USAF

Virtualitics, Inc.; Washington, Northern (District of Columbia, KY); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Stock options at sign-on

401k plan

Remote work from home

Job summary

Virtualitics, Inc. is seeking a Sales Account Executive for the Department of War (DoW) with a track record in federal AI software sales. You will own the full sales cycle, build strategic account plans, and engage DoD stakeholders to address readiness missions.

The role supports remote work (Washington, D.C. area preferred), requires 40–50% travel, and reports to the Sales Director within GTM. A strong background in enterprise tech and DoD contracting is essential.

Qualifications

• 7+ years in a quota-carrying Federal Account Executive role, preferably DoW.
• Experience selling enterprise software, AI/ML, data analytics or similar complex tech.
• Ability to develop and execute strategic account plans; manage complex sales cycles; understand procurement/contracting for AI software.
• Excellent communication, presentation and interpersonal skills for technical and non-technical audiences.
• Self-starter who can work independently and in a fast-paced team.
• Willingness to travel 40-50% to engage DoD agencies/commands.

Responsibilities

• Drive full-cycle sales from prospecting to closing and maintain a robust pipeline.
• Develop account strategies to penetrate DoD agencies and map solutions to readiness missions.
• Build relationships with decision-makers and end-users within DoW.
• Demonstrate value through demos, proposals and RFI/RFP responses.
• Stay informed on DoD trends, procurement processes and competitive landscape.

Skills

Federal sales experience

Enterprise software sales

AI/ML / data analytics

Strategic account planning

Complex sales cycles

Procurement & contracting knowledge

Excellent communication and presenting

Willingness to travel 40-50%

Independence / self-starter

Active security clearance or ability

Education

Bachelor's degree or equivalent experience

Tools

MEDDIC/MEDPIC

Challenger sales methodology

Government contracting knowledge

Job description

Sales Account Executive (DoW) - USAF

Team: Go-To-Market

Location: Remote (Washington D.C. Metro Area preferred).

Travel expectation: 40-50%.

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:

  • 7+ 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.

  • Willingness to travel 40-50% as required to engage with DoD agencies and commands.

• Preferred:

  • Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., USAF Air Force Materiel Command (AFMC), Air Force Life Cycle Management Center (AFLCMC), Air Force Sustainment Center (AFSC) , Air Combat Command (ACC) , Air Mobility Command (AMC) , Space Operations Command (SpOC), Air Force Chief Data Office / DoD CDAO AFWERX / DIU / Rapid Capabilities Office)

  • 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.

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

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

About Us

Virtualitics, the Mission AI Company, is focused on readiness applications primarily for defense and national security. We are a rapidly growing small business built on a decade of Caltech research in partnership with NASA/JPL. We transform mission readiness and operational efficiencies at speed and scale by reshaping how to approach complex data environments. Our AI solutions provide essential insights that address critical national security capability gaps within operational readiness: Maintenance, Materiel, Supply Chain, Personnel, Data Modernization and Deep Threat Analysis.