Founding Account Executive

Usul; San Francisco (CA); On-site; USD 120,000 - 200,000; Full time

Job summary

A leading defense technology company is seeking a Founding Account Executive to lead the creation of a sales motion that transforms technology adoption by allied nations. The ideal candidate will manage the entire sales cycle, from prospecting to closing high-value contracts. You will build relationships with government contractors and shape the sales culture. This role requires an ambitious individual ready to thrive in a fast-paced environment and take ownership of sales infrastructure.

Qualifications

• Experience in managing a full sales cycle.
• Proven track record in building relationships with government contractors.
• Ability to navigate complex enterprise buying processes.

Responsibilities

• Own the full sales cycle from prospecting to closing deals.
• Build relationships with military contractors in key areas.
• Develop the company’s sales playbook and culture.
• Manage the sales tech stack and systems.

Skills

Sales cycle management

Building relationships

Sales playbook development

Navigating enterprise buying processes

CRM and sales systems management

High-impact communication

Tools

CRM

Salesforce

Job description

We are looking for a Founding AE who is excited about building the sales motion that will transform how the best technology is adopted by Allied Nations around the world. In this role, you’ll work closely with our CEO and founding AEs to fly to conferences, prospect, run discovery, navigate stakeholders, manage procurement, close, and expand accounts. If you want a clean territory and a mature playbook, this is not that. If you want to build, move fast, and win big deals that keep our world safe, keep reading.

What You Will Work On:

• Own the full sales cycle from conference hopping, prospecting, closing and expanding deals that can hit 6-7 figure ACVs
• Build relationships with government contractors in military hubs like DC, San Diego, Huntsville and Tampa who've never bought AI software
• Work with our CEO to develop our sales playbook and sales org culture
• Navigate complex enterprise buying processes with engineering‑led decision makers and procurement teams
• Build and manage our sales systems, CRM, and growth infrastructure from the ground up. You’ll own our entire sales tech stack.
• Lead high‑impact conversations with CEOs and business development leaders at companies building critical defense technology

Team & Values

We’re building a small, elite team with high standards and low ego. We care about doing whatever it takes, getting better at the craft every week, and being genuinely fun to work with. We’re the youngest team in our world by far. We’re in our 20s running around defense conferences in Usul t‑shirts, surrounded by 40 to 60 year olds in suits and military uniforms. People see us as the ambitious AI builders bringing real Silicon Valley energy and modern technology to one of the most traditional industries on earth.