Senior Sales Director – FSI & Defense Industrial Base

🔥 0 minutes ago

🏄 California, District of Columbia – Remote

🏄 California – Remote 🏛️ District of Columbia – Remote

⏰ Full Time

🟠 Senior

🤑 Sales

👻 Ghost score 12%

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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

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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