Sr Sales Director - FSI & Defense Industrial Base

8 hours, 50 minutes ago
Full-time
Executive
Sales and Business Development
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

Description

  • Own territory strategy, account segmentation, coverage, quota, bookings, ARR, pipeline, and forecast accuracy.
  • Develop sell-to, sell-through, co-sell, and embedded/OEM growth motions with FSIs, defense primes, and strategic partners.
  • Build executive relationships and connect customer priorities, programs, recompetes, contracts, and funding to Virtualitics use cases.
  • Lead weekly forecast, pipeline, and deal-inspection cadences while personally advancing high-value opportunities.
  • Develop joint account plans, solution narratives, value propositions, and pursuit strategies with integrators and defense primes.
  • Navigate teaming agreements, subcontracts, reseller structures, procurement pathways, security requirements, data rights, and acquisition timelines.
  • Hire, coach, retain, and manage quota-carrying Account Executives against measurable performance expectations.
  • Coordinate go-to-market execution across sales, business development, solution engineering, marketing, product, programs, customer success, and executive leadership.
  • Provide market intelligence on partner priorities, funded programs, acquisition paths, competitors, and emerging demand.
  • Drive adoption, measurable outcomes, references, renewals, and expansion within strategic accounts and programs.

Requirements

  • 10+ years of federal, defense, enterprise software, data, analytics, or AI sales experience.
  • At least 5 years leading quota-carrying sales teams.
  • Demonstrated success executing FSI and/or DIB territory strategies and exceeding significant team quotas.
  • Experience with sell-to, sell-through, co-sell, subcontract, reseller, or embedded/OEM motions involving major integrators or defense primes.
  • Strong understanding of federal program lifecycles, capture and proposal processes, acquisition, contract vehicles, funding, security, and compliance.
  • Track record selling complex AI, analytics, data platforms, SaaS, or enterprise software through multi-stakeholder buying cycles.
  • Executive presence with customer, partner, program, technical, contracts, and procurement leaders.
  • Ability to travel to customer, partner, and company locations as required.
  • Existing relationships across priority FSIs and defense primes preferred.
  • DoD Secret clearance preferred.

Benefits

  • Highly competitive compensation.
  • 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.

Interested in this position?

Apply directly on the company website

Apply Now

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