Senior Sales Director – FSI & Defense Industrial Base

🕒 il y a 14 jours

🏄 California, District of Columbia – Distant

🏄 California – Remote 🏛️ District of Columbia – Remote

⏰ Temps Plein

🟠 Senior

🤑 Commercial

👻 Score fantôme 16%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Virtualitics

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2016

🎖️ Défense

🤖 Intelligence artificielle

☁️ SaaS

🔥 Financement dans la dernière année

💰 €15 000 000 Debt Financing - Virtualitics en 2025-09

Defense • Artificial Intelligence • SaaS

Virtualitics est une entreprise de logiciels natifs de l'IA qui propose des solutions de préparation et de soutien à la décision conçues spécialement pour les organisations de défense. Son produit phare, Virtualitics Iris, combine l'IA générative et des agents IA spécialisés en préparation pour analyser des données fragmentées de préparation et accélérer les décisions dans les domaines de la maintenance, du matériel, du personnel, de la chaîne d'approvisionnement et de la modernisation des missions. Déployée à travers les services militaires américains et enracinée dans des recherches issues de Caltech et de la NASA JPL, Virtualitics met l'accent sur une IA opérationnelle et consciente des missions, livrée sous forme de plateforme pour réduire le temps d'analyse, prédire les pannes et proposer des actions exploitables pour les clients du secteur de la défense.

Description

• Lead the FSI and Defense Industrial Base territory • Own territory strategy, team quota, pipeline creation, forecast accuracy, and execution across named strategic integrators and defense companies • Build and scale sell-to, sell-through, and embedded/OEM growth motions • Own the assigned portfolio of FSIs, defense primes, and strategic DIB accounts, including segmentation, coverage, whitespace analysis, and prioritization • Develop account strategies connecting corporate priorities, programs, recompetes, contract vehicles, IRAD investments, and government mission demand to AI use cases • Establish rules of engagement across direct government, FSI, partner, and DIB teams • Own and exceed team quota and bookings, ARR, and pipeline targets • Build qualified pipeline through territory planning, executive engagement, partner-led demand creation, and capture activity • Run weekly forecast, pipeline, and deal-inspection cadences; ensure CRM accuracy and evidence-based stage progression • Engage in high-value and late-stage pursuits to remove blockers and drive closure • Build senior relationships with executives, program leaders, capture leaders, solution architects, innovation teams, contracts, and procurement stakeholders • Position Virtualitics solutions against readiness, logistics, sustainment, maintenance, supply chain, workforce, and operational planning use cases • Develop joint account plans, solution narratives, value propositions, and pursuit plans with strategic integrators and primes • Navigate teaming agreements, subcontracts, reseller structures, OEM arrangements, procurement pathways, security requirements, data rights, and federal acquisition timelines • Hire, onboard, coach, and retain quota-carrying Account Executives • Set measurable expectations and conduct one-on-ones, account reviews, deal reviews, and performance inspections • Lead cross-functional GTM cadence across sales, business development, solution engineering, customer success, marketing, product, programs, government affairs, advisors, and executive sponsors • Partner with Product and Solution Engineering on scalable solution packages and demonstrations • Coordinate with Customer Success on adoption, outcomes, references, renewals, and expansion • Provide leadership with market intelligence on partner priorities, funded programs, acquisition paths, competitors, and demand signals

🎯 Exigences

• 10+ years of federal, defense, enterprise software, data, analytics, or AI sales experience • At least 5 years leading quota-carrying teams • Demonstrated success building and executing FSI and/or DIB territory strategies and exceeding significant team quotas • Proven 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, government acquisition, contract vehicles, funding, security, and compliance considerations • Track record selling complex AI, analytics, data platforms, SaaS, or enterprise software through long, multi-stakeholder buying cycles • Executive presence and credibility with senior customer, partner, program, technical, contracts, and procurement leaders • Ability to travel as required to customer, partner, and company locations • Existing relationships across priority FSIs and defense primes are strongly preferred • DoW Secret clearance preferred

🏖️ Avantages

• Meaningful equity participation • Fully paid medical, dental, and vision coverage for you and your dependents • Unlimited PTO • Flexible work arrangements • Remote flexibility • Hybrid options for team members based in the Los Angeles or Washington, DC areas