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Account Executive - OSW / 4th Estate

1 hour, 10 minutes ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Cybersecurity Machine Learning
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
51-200
Founded 2016
$32M raised
View All Jobs 15

Description

  • Develop and execute the OSW/4th Estate territory strategy from relationship mapping through award and account expansion.
  • Create net-new opportunities, maintain account plans, and manage deal stages, close plans, forecasts, and quota coverage.
  • Build trusted relationships with senior civilian leaders, mission owners, program executives, acquisition leaders, and technology stakeholders.
  • Translate mission priorities into AI and decision-intelligence use cases with measurable operational, financial, readiness, workforce, or decision-speed outcomes.
  • Shape opportunities before formal solicitations by influencing requirements, acquisition approaches, evaluation criteria, funding, and implementation plans.
  • Navigate contract vehicles, task orders, competitive procurements, pilots, OTAs, and other paths to award.
  • Engage systems integrators, contract holders, and technology partners to improve access, delivery, and scale.
  • Identify cybersecurity, cloud authorization, data access, integration, deployment, and clearance requirements early in pursuits.
  • Coordinate internal solutions engineering, customer success, marketing, product, contracts, capture, partners, and executive advisors around priority opportunities.

Requirements

  • 7+ years of success in quota-carrying federal enterprise software or mission-technology sales.
  • Established relationships and revenue experience across OSW, Defense Agencies, Department of War Field Activities, or comparable enterprise defense organizations.
  • Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex technology solutions.
  • Proven net-new business development, executive engagement, multi-stakeholder qualification, negotiation, and closing of 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 technical and mission value propositions to executive, program, acquisition, operational, analytical, and technical audiences.
  • Willingness to travel 40–50% and work independently in a fast-moving, collaborative environment.
  • Experience winning cross-organizational 4th Estate programs or selling into relevant defense mission areas (preferred).
  • Knowledge of FedRAMP, DoW impact levels, zero trust, data governance, and controlled or classified deployment environments (preferred).
  • Active security clearance and a bachelor's degree or equivalent relevant experience; must be able to obtain and maintain a U.S. Government security clearance.

Benefits

  • Competitive base salary with a 50/50 commission plan.
  • Stock options and meaningful equity participation.
  • 100% employer-paid medical, dental, and vision coverage for employees and dependents.
  • Unlimited paid time off and paid national holidays.
  • 401(k) and company-provided equipment.
  • Remote work flexibility, with hybrid options in Los Angeles and Washington, DC.
  • Career-growth opportunities and meaningful ownership in a rapidly scaling company.

Interested in this position?

Apply directly on the company website

Apply Now

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