Federal AI Sales Executive (Remote, Equity, PTO)

Virtualitics, Inc.; Los Angeles, Washington (CA, District of Columbia); Hybrid; USD 140,000 - 260,000; Full time

Benefits offered by this job

Remote work

Equity options

Stock options

Unlimited PTO

Job summary

Virtualitics, Inc. seeks a quota-carrying Sales Account Executive to own the OSW and 4th Estate territory, building net-new revenue with government mission owners and partners.

You will translate complex priorities into high-value AI/analytics use cases, shaping opportunities before solicitations and leading the full sales cycle to award and expansion. The role requires hunter instincts, executive access, and the ability to navigate contract vehicles and partnerships to accelerate outcomes in a

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

Quota-carrying sales

Govt enterprise software sales

Executive access

Negotiation

Account planning

Education

Bachelor's degree or equivalent

Tools

MEDDPICC

Challenger methodology

CRM tools

Job description

Virtualitics, Inc. seeks a quota-carrying Sales Account Executive to own the OSW and 4th Estate territory, building net-new revenue with government mission owners and partners.

You will translate complex priorities into high-value AI/analytics use cases, shaping opportunities before solicitations and leading the full sales cycle to award and expansion. The role requires hunter instincts, executive access, and the ability to navigate contract vehicles and partnerships to accelerate outcomes in a