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Account Executive - FSI - Air & Drone Defense

1 week, 4 days ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Cybersecurity
Apply Now
Virtualitics

Virtualitics

Virtualitics, Inc. leverages AI for advanced analytics, enabling rapid data processing, predictive modeling, and seamless integration into workflows for smarter business decisions.

IT Services
51-250
Founded 2016
$32M raised
View All Jobs 22

Description

  • Develop and execute account and partner strategies across the Air & Drone Defense market.
  • Build qualified pipeline, maintain account plans, manage deal stages, and ensure forecast accuracy.
  • Pursue Sell-To opportunities for internal AI, analytics, engineering, production, supply-chain, and delivery workflows.
  • Support government pursuits by positioning Virtualitics in proposals, architectures, contract vehicles, and funded programs.
  • Co-develop partner offerings that combine Virtualitics software with domain, integration, platform, and delivery capabilities.
  • Structure embedded and OEM licensing relationships that incorporate Virtualitics into partner platforms or branded solutions.
  • Develop Foreign Military Sales opportunities through the full lifecycle, from pre-LOR shaping through delivery and expansion.
  • Translate partner and government needs into AI use cases across readiness, maintenance, testing, supply chain, and tactical decision support.
  • Build relationships across executive, business development, capture, technical, security, contracts, international, and FMS organizations.
  • Coordinate internal solution engineering, customer success, marketing, product, contracts, capture, executive, and export teams around priority opportunities.

Requirements

  • 7+ years of success in quota-carrying Federal sales, strategic accounts, channel, alliances, or business development.
  • Established relationships and revenue experience in the Air & Drone Defense market.
  • Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or complex mission technology.
  • Demonstrated success with net-new hunting, executive access, opportunity creation, qualification, negotiation, and closing.
  • Working knowledge of U.S. federal acquisition and FSI capture, including teaming, NDAs, IRAD, RFIs/RFPs, IDIQs, OTAs, task orders, and partner structures.
  • Ability to communicate complex technical and mission value propositions to executive, capture, program, operator, and technical audiences.
  • Willingness to travel 40–50% and work independently in a fast-moving environment.
  • Experience with at least two growth motions; sell-through, OEM/embedded, or FMS experience preferred.
  • Understanding of FMS stakeholders, exportability, ITAR/export controls, data sovereignty, cybersecurity, cloud authorization, and classified or controlled environments preferred.
  • Experience with MEDDPICC, Challenger, or another disciplined enterprise-sales methodology preferred; active clearance and bachelor’s degree or equivalent experience also preferred.
  • Ability to obtain and maintain a U.S. Government security clearance.

Benefits

  • Competitive base salary based on experience with a 50/50 commission plan.
  • Meaningful equity participation.
  • Fully paid medical, dental, and vision coverage for employees and dependents.
  • Unlimited PTO.
  • Flexible work arrangements, including remote flexibility and hybrid options in Los Angeles and Washington, DC.
  • Meaningful ownership and career-growth opportunities in national security and critical infrastructure.

Interested in this position?

Apply directly on the company website

Apply Now

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