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Account Executive, Commercial
ObviantAccount Executive managing sales for Obviant in the defense industrial base, focusing on DIB accounts and partnerships. Own the sales cycle and collaborate closely with the Government GTM function.
About the role
Key responsibilities & impact- Own the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewal
- Build and manage a healthy pipeline aligned with Obviant's commercial growth targets
- Develop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial base
- Translate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entry
- Partner with our Mission Success team to ensure smooth handoffs and strong retention in your book of business
- Bring field intelligence back to product and engineering. Your conversations shape our roadmap
- Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment
Requirements
What you’ll need- 5 to 7 years of B2B sales experience, with a meaningful portion selling directly into the Defense Industrial Base (prime contractors, Tier 1/2 subcontractors, or defense-adjacent commercial firms)
- Demonstrated track record of exceeding revenue targets in a consultative, complex-sale environment. You should be able to speak clearly to your own individual new-logo production — deal count, typical ACV, and quota attainment — separate from any team you managed or supported
- Deep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy, so you understand the workflows Obviant improves
- Ability to manage multi-threaded sales cycles with multiple stakeholders across business development, competitive intelligence, finance, and executive leadership
- A clear point of view on who owns the Obviant buying decision inside a target account — BD VP, capture manager, competitive intelligence lead, or some combination — and how you’ve been able to get to that person previously.
- Strong communication and presence. You can credibly engage a BD VP, a capture manager, and a CEO in the same week
- Detail-oriented pipeline management and forecasting discipline
- Comfortable operating with high autonomy and accountability in a fast-moving, early-stage environment
- Strong references (upon request) from current and prior roles, including former customers and/or employers.
Benefits
Comp & perks- Competitive base salary commensurate with experience
- Variable compensation tied to bookings, with uncapped upside for strong performers
- Meaningful equity stake in a well-funded, fast-growing company
- Health, dental, and vision coverage
- Flexible, high-autonomy work environment
- Direct line to founders and real influence on product direction
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B salespipeline managementrevenue targetsconsultative salescompetitive intelligencecapture strategymulti-threaded sales cyclesforecasting disciplinenew-logo productionquota attainment
Soft Skills
strong communicationrelationship buildingdetail-orientedautonomyaccountabilitypresenceengagementcollaborationadaptabilitystrategic thinking