Account Executive – FSI, Air & Drone Defense

Job not on LinkedIn

🔥 10 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 13%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Virtualitics

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🎖️ Defense

🤖 Artificial Intelligence

☁️ SaaS

🔥 Funding within the last year

💰 $15M Debt Financing - Virtualitics on 2025-09

Defense • Artificial Intelligence • SaaS

Virtualitics is an AI-native software company that provides readiness and decision-support solutions purpose-built for defense organizations. Their flagship product, Virtualitics Iris, combines generative AI and specialized readiness AI agents to analyze fragmented readiness data and accelerate decisions across maintenance, materiel, personnel, supply chain, and mission modernization domains. Deployed across U. S. military services and grounded in research origins tied to Caltech and NASA JPL, Virtualitics emphasizes operational, mission-aware AI delivered as a platform to reduce analysis time, predict failures, and produce actionable courses of action for defense customers.

📋 Description

• Own the Air & Drone Defense ecosystem across the Federal Systems Integrator and Defense Industrial Base market • Develop and execute account and partner strategies from executive relationship mapping through qualification, negotiation, and close • Create new opportunities across major primes, specialized companies, and emerging providers • Maintain account plans, deal stages, next actions, and forecast accuracy • Position Virtualitics for internal AI, analytics, engineering, program, production, supply-chain, and delivery workflows • Join U.S. Government pursuits and work with capture and program teams to specify Virtualitics in proposals, architectures, contract vehicles, and funded programs • Co-develop repeatable mission offerings with partners • Structure embedded and OEM licensing relationships • Identify exportable opportunities with U.S. primes and eligible allied customers and navigate the FMS case lifecycle • Translate partner and government needs into AI opportunities across readiness, maintenance, test analytics, program intelligence, supply-chain visibility, personnel readiness, and tactical-edge decision support • Build relationships across executive, business development, capture, program delivery, technical, security, contracts, international, and FMS organizations • Coordinate solutions engineering, customer success, marketing, product, contracts, capture, executive advisors, and FMS/export specialists • Establish ecosystem credibility, map relationships, qualify accounts, build pipeline, and convert partnerships into revenue while meeting or exceeding quota

🎯 Requirements

• 7+ years of success in a quota-carrying Federal sales, strategic accounts, channel, alliances, or business-development role • Demonstrated relationships and revenue experience within the Air & Drone Defense market • Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission technology solutions • Evidence of net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and closing • Working knowledge of U.S. federal acquisition and FSI capture, including teaming, NDAs, IRAD, RFIs/RFPs, IDIQs, OTAs, task orders, and partner commercial structures • Ability to communicate a complex technical and mission value proposition to executives, capture leaders, program teams, operators, and technical audiences • Willingness to travel 40–50% • Track record executing two or more of the five growth motions, with strong preference for candidates who have built sell-through, OEM/embedded, or FMS revenue • Experience with the FMS ecosystem and stakeholders, including U.S. primes, DSCA, Department of State, implementing agencies, Security Cooperation Organizations, and partner-nation customers • Understanding of exportability, technology releasability, ITAR/export controls, data sovereignty, cybersecurity, cloud authorization, and classified or controlled mission environments • Experience with MEDDPICC, Challenger, or another disciplined enterprise-sales methodology • Active security clearance and bachelor’s degree, or equivalent relevant experience • Ability to obtain and maintain a U.S. Government security clearance; continued employment is contingent upon successful adjudication

🏖️ Benefits

• 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 50/50 commission plan