Account Executive

Virtualitics

Sales Account Executive focused on AI applications in the Department of War. Join Virtualitics to drive growth and support military readiness initiatives.

Posted 7/29/2026full-timeRemote • District of Columbia • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving the sales process for complex technology solutions, particularly within the Department of Defense (DoD) sector. Proven ability to build relationships, develop strategic account plans, and navigate procurement processes effectively.

Highest-signal resume keywords

Federal Account Executive ExperienceEnterprise Software SalesStrategic Account PlanningProcurement & Contracting KnowledgeMEDDIC/MEDPIC Methodologies

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementOpportunity IdentificationContract NegotiationAccount Strategy DevelopmentData Analytics SolutionsAI/ML SolutionsComplex Sales Cycle ManagementValue Proposition ArticulationGovernment Contracting UnderstandingLogistics & Sustainment Operations

Soft Skills

Excellent Communication SkillsInterpersonal SkillsPresentation SkillsSelf-StarterCollaborative Teamwork

Tools & Technologies

RFI/RFP Response DevelopmentSales Pipeline ManagementDemonstration CreationProposal Development

Certifications & Qualifications

Active Security Clearance

Industry Keywords

Department of DefenseDoW LogisticsSustainment OperationsReadiness MissionsAir Force Materiel CommandAir Force Life Cycle Management CenterAir Force Sustainment CenterAir Combat CommandAir Mobility CommandSpace Operations Command

About the role

Key responsibilities & impact

Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing.
Build and manage a robust sales pipeline to meet and exceed annual sales targets & Qtrly deal stage KPI’s.
Develop and execute comprehensive account strategies to penetrate key DoD agencies and commands.
Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions.
Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW.
Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including: Aircraft, ship, and ground vehicle asset availability and sustainment operations; Medical device and personnel readiness of the total force; Materiel storage, warehousing management, and supply chain logistics for specialized equipment.
Work closely with the Virtualitics pre-sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition.
Stay current on DoD trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions.

Requirements

What you’ll need

7+ years of successful experience in a quota-carrying Federal Account Executive role, with a strong preference for experience within the DoW.
Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.
Proven ability to develop and execute strategic account plans and manage complex sales cycles.
Strong understanding of procurement & contracting for AI software acquisition process.
Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to a technical and non-technical audience.
Self-starter with the ability to work independently and as part of a collaborative team in a fast-paced environment.
Willingness to travel 40-50% as required to engage with DoD agencies and commands.
Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., USAF Air Force Materiel Command (AFMC), Air Force Life Cycle Management Center (AFLCMC), Air Force Sustainment Center (AFSC), Air Combat Command (ACC), Air Mobility Command (AMC), Space Operations Command (SpOC), Air Force Chief Data Office / DoD CDAO AFWERX / DIU / Rapid Capabilities Office) (Preferred)
Understanding of government contracting and procurement vehicles. (Preferred)
Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies. (Preferred)
Active security clearance or the ability to obtain one. (Preferred)
Bachelor's degree or equivalent experience. (Preferred)

Benefits

Comp & perks

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