Air & Drone Defense Account Executive — Remote, Equity

Virtualitics; Washington (District of Columbia); Hybrid; USD 120,000 - 240,000; Full time

Benefits offered by this job

Equity participation

Fully paid medical, dental, and vision

Unlimited PTO

Remote flexibility and hybrid options

Job summary

Virtualitics is seeking a quota-carrying Sales Account Executive to own the Air & Drone Defense ecosystem across the Federal Systems Integrator and Defense Industrial Base market. You will build revenue-generating relationships with major primes, specialized suppliers, and emerging defense-technology companies supporting air platforms, unmanned aircraft, and mission readiness.

The successful candidate will map relationships, qualify opportunities, negotiate, and close across Sell-To,

Qualifications

• 7+ years in a quota-carrying Federal sales or related role.
• Relationships and revenue experience in Air & Drone Defense market.
• Experience selling enterprise software, AI/ML, data analytics, or complex mission tech.
• Evidence of net-new hunting, executive access, and closing.
• Knowledge of U.S. federal acquisition and capture processes (NDAs, RFIs/RFPs, OTAs, etc.).
• Ability to communicate complex technical value to executives and program teams.
• Willingness to travel 40-50% and work independently in a fast-paced environment.

Responsibilities

• Own the ecosystem: develop an account/partner strategy across Air & Drone Defense from relation mapping to close.
• Build qualified pipeline across primes, specialists, and emerging providers with disciplined plans and forecast accuracy.
• Sell-To: position Virtualitics within internal AI/analytics workflows.
• Sell-Through: contribute to government pursuits and influence proposals and contracts.
• Sell-With: co-develop repeatable mission offerings with partner domain expertise.
• Embed/OEM: structure embedded licensing with partner platforms at scale.
• Foreign Military Sales: identify exportable opportunities with US primes and allied customers.
• Map mission use cases from partner/government needs to credible AI opportunities across aircraft readiness and mission analytics.
• Multi-thread relationships across executive leadership to delivery teams.
• Lead the internal team around high-value opportunities.

Skills

Quota-carrying sales

Federal market

Enterprise software

Executive relationships

Negotiation

Travel readiness

Education

Bachelor’s degree

Tools

MEDDPICC

Job description

Virtualitics is seeking a quota-carrying Sales Account Executive to own the Air & Drone Defense ecosystem across the Federal Systems Integrator and Defense Industrial Base market. You will build revenue-generating relationships with major primes, specialized suppliers, and emerging defense-technology companies supporting air platforms, unmanned aircraft, and mission readiness.

The successful candidate will map relationships, qualify opportunities, negotiate, and close across Sell-To,