Account Executive – FSI

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🔥 0 minutes ago

🏛️ District of Columbia – Remote

🏛️ District of Columbia – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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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 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

🎯 Requirements

• 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

🏖️ Benefits

• 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