Account Executive, Public Sector – Defense

November 6

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Domino Data Lab

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Artificial Intelligence • Enterprise • SaaS

Domino Data Lab is a company that empowers AI-driven enterprises to build and manage AI at scale through its Enterprise AI Platform. The platform provides an integrated experience for model development, MLOps, collaboration, and governance, enabling global enterprises to innovate across various sectors. Domino supports better medicinal development, productive agriculture, and competitive product creation. Established in 2013 and backed by notable investors like Sequoia Capital and NVIDIA, Domino enables companies to optimize AI deployment effectively.

201 - 500 employees

Founded 2013

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Series F on 2022-06

📋 Description

• Build and manage a pipeline of 3-4x quota focused entirely on net-new Federal Defense Agencies • Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies • Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, Tech Alliance partners, VARs and creative approaches to break into accounts where you have no existing relationships • Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities • Orchestrate cross-functional resources (sales engineering, product, customer success, legal, security) effectively despite limited availability, ensuring each interaction adds maximum value to the sales process • Navigate procurement, security, and legal reviews within large Federal agencies, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months

🎯 Requirements

• 5-10 years sales experience, preferably selling Enterprise platforms into Public Sector Agencies. We are also open to Defense contractor & PubSec Federal System Integrator Capture Team backgrounds • Understanding of Advanced Analytics space/ecosystem • Proven track record of net-new logo acquisition, ideally having built territory from ground zero or expanded into new verticals with limited brand recognition • Background navigating highly regulated sales environments including procurement processes, security reviews, vendor risk assessments, and compliance requirements specific to financial institutions • Experience managing complex, multi-stakeholder sales cycles of 12-24 months involving mission stakeholders, business unit leaders, and technical evaluators across risk, compliance, operations, or technology functions • History of selling in an underdog/challenger position - coming from a startup, scale-up, or smaller player ($10m - $50m ARR) where you had to out-hustle larger competitors and couldn't rely on brand name alone

🏖️ Benefits

• medical, dental, and vision benefits • 401(k) plan • wellness stipends • company bonus or sales commissions/bonuses