Account Executive – FSI

🕒 4 dias atrás

🏛️ District of Columbia – Remoto

🏛️ District of Columbia – Remote

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

🧑‍💼 Executivo de Contas

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Virtualitics

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2016

🎖️ Defesa

🤖 Inteligência Artificial

☁️ SaaS

🔥 Investimento no último ano

💰 $15.000.000 Debt Financing - Virtualitics em 2025-09

Defense • Artificial Intelligence • SaaS

A Virtualitics é uma empresa de software nativa de IA que fornece soluções de prontidão e suporte à decisão desenvolvidas especificamente para organizações de defesa. Seu produto principal, o Virtualitics Iris, combina IA generativa e agentes de prontidão de IA especializados para analisar dados de prontidão fragmentados e acelerar decisões em áreas de manutenção, material, pessoal, cadeia de suprimentos e modernização de missões. Desplegado nos serviços militares dos EUA e com origens de pesquisa ligadas ao Caltech e ao NASA JPL, a Virtualitics enfatiza IA operacional e ciente da missão fornecida como uma plataforma para reduzir o tempo de análise, prever falhas e produzir cursos de ação acionáveis para clientes de defesa.

Descrição

• Own and grow Virtualitics' Federal Systems Integrator business • Drive full-cycle sales from partner prospecting and opportunity identification through contract negotiation and closing across Sell To, Sell Through, and White Label motions • Build and manage a pipeline of direct, teamed, and OEM opportunities to meet annual sales targets and quarterly deal-stage KPIs • Develop and execute account strategies for priority Federal Systems Integrators • Identify stakeholders across capture, business development, program delivery, AI/analytics practices, and CTO organizations • Position and close Virtualitics software for integrators' direct use, including internal analytics, IRAD initiatives, and delivery accelerators • Build teaming relationships embedding Virtualitics into FSI captures, proposals, and funded programs • Support joint capture activities, proposal responses, and win themes • Structure and negotiate OEM and embedded licensing agreements, including commercial terms, license pass-through, and long-term expansion • Establish relationships with FSI decision-makers, capture executives, program managers, and technical leaders • Collaborate with pre-sales engineering/solutions, marketing, account management, contracts, and product teams on demonstrations, teaming packages, proposals, and RFI/RFP responses • Monitor FSI competitive dynamics, re-competes, program captures, procurement trends, and contract vehicle activity • Report directly to the Sales Director within the GTM Organization

🎯 Requisitos

• 7+ years of successful experience in a quota-carrying Federal Account Executive, channel, or alliances role • Strong preference for experience selling with and through Federal Systems Integrators • Experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions • Ability to develop and execute strategic partner account plans and manage complex, multi-stakeholder sales cycles • Strong understanding of federal procurement and contracting for AI software acquisition • Excellent communication, presentation, and interpersonal skills • Ability to articulate complex value propositions to technical and non-technical audiences, including capture and executive leadership • Ability to work independently and as part of a collaborative team in a fast-paced environment • Willingness to travel 40–50% as required • Working knowledge of the FSI capture lifecycle, including teaming agreements, NDAs, IRAD cycles, and IDIQs, GWACs, OTAs, and GSA schedules • Experience negotiating channel, reseller, and OEM commercial terms, including margin structures, deal registration, and license pass-through • Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies • Active security clearance or ability to obtain one • Bachelor's degree or equivalent experience • Ability to obtain and maintain a U.S. Government security clearance; continued employment is contingent upon successful adjudication

🏖️ Benefícios

• Highly competitive compensation • Meaningful equity participation • Fully paid medical, dental, and vision coverage for you and your dependents • Unlimited PTO • Flexible work arrangements • Remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas • Competitive base salary based on experience • Lucrative Commission Plan (50/50 sales plan) • 100% employer paid health benefit premiums (medical, dental, vision) • Unlimited Paid Time Off • Paid Time Off for National Holidays • Stock options at sign-on • 401k plan • Company equipment (Mac/PC and iPhone) • Remote work from home