Solution Leader

Virtualitics; Washington (District of Columbia); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Equity participation

Comprehensive healthcare

Unlimited PTO

Remote/hybrid options

Job summary

Virtualitics in the Washington, DC area is seeking a senior solutions lead to own end-to-end defense and intelligence customer relationships, driving adoption of Readiness AI and translating mission needs into actionable platform use cases.

You will collaborate with engineering, data science, and product teams, deliver training onsite, track objectives, and relay customer feedback to shape the roadmap. A Secret clearance and U.S. citizenship are required.

Qualifications

• Experience delivering technology solutions to DoW or Intelligence Community customers.
• Understanding of military/government operational environments and acquisition processes.
• Ability to translate complex technical capabilities into clear, actionable insights aligned with mission objectives.
• Excellent communication across formats: conversations, presentations, proposals, and documentation.
• Ability to work independently and autonomously at a customer location.
• Must be able to obtain and maintain a Secret security clearance (U.S. citizenship required).

Responsibilities

• Own end-to-end customer relationship for one or more defense or intelligence accounts.
• Drive adoption of Readiness AI by understanding the customer’s mission and workflows and translating those into actionable use cases.
• Lead tactical engagements with end users for knowledge transfer and mission integration.
• Collaborate with engineering, data science, and product teams to ensure operational effectiveness within the customer ecosystem.
• Deliver training and onsite support for defense end users, from analysts to senior leadership.
• Track OKRs and health scoring, aligning milestones with roadmap commitments.
• Relay customer issues and feature requests to product teams as the voice of the customer.
• Identify new use cases and opportunities to expand adoption across missions.
• Organize site visits, discovery sessions, demos, and create briefing materials for stakeholders.
• Guide customers through stage-gate milestones from solution architecture through IOC and FOC.
• Provide regular status updates to customer stakeholders and Virtualitics leadership.

Skills

Defense customer delivery

Military environment understanding

Executive communication

Independent work

Security clearance readiness

Education

Bachelor’s degree preferred

Tools

AI/ML delivery

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.

Location: Washington, DC area preferred; willing to travel onsite to customer locations

This position will work on Army projects related to the Department of War and/or the Intelligence Community. You must be authorized to work in the US without sponsorship with the ability to obtain a security clearance, which is issued by the U.S. government. U.S. citizenship is required by the DoW and IC for security clearance.

• Secret clearance required, TS‑SCI preferred

What You Will Be Doing

• Own the end-to-end customer relationship for one or more defense or intelligence accounts, serving as the primary Virtualitics point of contact for customer leadership and end users
• Drive adoption of Virtualitics Readiness AI solutions by deeply understanding the customer’s mission, operational workflows, and pain points, then translating those into actionable platform use cases
• Lead tactical-level engagements with end users to facilitate knowledge transfer, product adoption, and mission integration
• Work alongside engineering, data science, and product teams to ensure Virtualitics capabilities are operationally effective and interoperable within the customer’s ecosystem
• Deliver training and onsite support for a wide variety of defense end users, from analysts and operators to senior leadership
• Own customer OKR tracking and health scoring, ensuring delivery milestones align with success criteria and product roadmap commitments
• Capture customer issues, RFIs, and feature requests and relay them to the broader Virtualitics teams, serving as the voice of the customer for product prioritization
• Predict and forecast potential use cases; identify innovative methods by which customers can expand their use of Virtualitics to solve additional mission challenges
• Manage customer relationships by organizing site visits, coordinating discovery sessions, conducting demos, creating documentation and briefing materials
• Guide customers through stage-gate delivery milestones from solution architecture through IOC and FOC
• Provide regular status reporting to customer stakeholders and internal Virtualitics leadership

What We Are Looking For

• Demonstrated experience delivering technology solutions to Department of War or Intelligence Community customers
• Strong understanding of military or government operational environments, including chain of command, acquisition processes, and organizational culture
• Proficient in communicating and collaborating with personnel across all organizational levels, from technicians and operators to general officers and senior executives
• Able to translate complex technical capabilities into clear, actionable insights aligned with customer mission objectives
• Strong leadership skills and a track record of delivering results in high-stakes, operationally demanding environments
• Excellent communication skills across formats: customer conversations, executive presentations, written proposals, and technical documentation
• Ability to work independently and autonomously in a fast-paced environment, often as the senior Virtualitics representative at a customer location
• Must be able to obtain and maintain a Secret security clearance (U.S. citizenship required)

What Are Our Preferred Requirements

• Bachelor’s degree preferred; advanced degree a plus
• Active TS‑SCI clearance
• Prior military service as an officer, senior NCO, or senior civilian is highly valued
• Experience in enterprise software, AI/ML, or data analytics delivery

What Are Some Valued Skills

• Domain expertise in one or more defense operational areas such as logistics, supply chain, intelligence analysis, readiness, weapons systems, or sustainment
• Experience navigating complex government organizational structures and fostering cross-departmental relationships
• Commercial experience in SaaS customer success, consulting, or professional services
• Familiarity with agile delivery methodologies and working in classified or accredited environments
• Experience with use case discovery, solution architecture, and customer adoption frameworks

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.