Account Executive – Government
Obviant
full-time
Posted on:
Location Type: Hybrid
Location: Arlington • Virginia • United States
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About the role
- Own the full sales cycle across DoD accounts, from prospecting through close and renewal.
- Build and manage a healthy pipeline aligned with Obviant’s growth targets.
- Drive predictable execution across long, multi-stakeholder government sales cycles.
- Develop account strategies that support land-and-expand adoption within organizations.
- Build trusted relationships with program managers, acquisition professionals, operators, and senior leadership.
- Understand customer workflows, pain points, and mission priorities to clearly articulate value.
- Lead product demonstrations, briefings, and executive-level conversations.
- Act as the voice of the customer internally to inform product direction and roadmap decisions.
- Collaborate with leadership to refine DoD-focused GTM strategy.
- Partner with marketing and content teams to support messaging, case studies, and thought leadership.
- Identify new entry points, programs, and buying centers within the DoD.
- Track and adapt to changes in acquisition policy, budgeting, and procurement pathways.
- Work closely with product and engineering to ensure smooth onboarding and customer success.
- Coordinate with legal, contracting, and finance on government procurement processes.
- Support pilots, trials, and early deployments that convert into long-term customers.
Requirements
- 5+ years of experience selling to the Department of Defense or broader federal government
- Proven track record of closing complex government deals and growing accounts
- Deep familiarity with DoD acquisition processes, budgeting, and contracting pathways
- Strong ability to communicate technical and data-driven value to non-technical stakeholders
- Excellent executive presence and written / verbal communication skills
- Comfortable operating in ambiguity and fast-moving startup environments
- Passion for defense, national security, and mission-driven work
- Bonus:
- Experience selling data platforms, SaaS, or analytics products
- Existing DoD network across Services, Combatant Commands, or acquisition offices
- Experience working with pilots, OTAs, or alternative acquisition pathways
- Active or prior security clearance
Benefits
- Flexible schedule
- Competitive compensation + meaningful commission and equity
- Flexible vacation time
- Full health, dental, and vision insurance
- Ownership in a massive, mission-critical opportunity
- And more…
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales cycle managementaccount strategy developmentproduct demonstrationsgovernment procurement processesdata platform salesSaaS salesanalytics product salescontracting pathwaysacquisition processes
Soft Skills
relationship buildingcommunication skillsexecutive presenceadaptabilityproblem-solvingcollaborationcustomer advocacystrategic thinkingleadership
Certifications
active security clearance