Account Executive - DoW

Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. Founded on a decade of Caltech research in partnership with NASA/JPL, we are led by scientists, strategists, and servicemembers united by a single mission: to solve the world’s most complex, mission-critical challenges with AI. Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent-driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves. If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here. Position Overview Virtualitics is seeking a highly motivated and experienced Sales Account Executive to join our Federal Sales team and Go-To-Market (GTM) Organization. This individual will be a key driver of our growth within the Department of War (DoW), focusing on Artificial Intelligence (AI) applications that directly impact military readiness. The ideal candidate will be a strategic thinker, aggressive and outcome oriented, with a proven track record of selling complex AI software solutions into the DoW space and a deep understanding of the challenges facing the Dept. of War in areas of sustainment, logistics, and operational availability. Reporting directly to the Sales Director within GTM Organization. Key Responsibilities Full-Cycle Sales Execution: 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. Sales Account Management: Develop and execute comprehensive account strategies to penetrate key DoW agencies and commands. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions. Customer Relationship Building: Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW. Solution-Oriented Selling: 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. Collaboration: 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. Market Intelligence: Stay current on DoW trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions. Qualifications & Skills Required: 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 DoW agencies and commands. Preferred: 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 / DoW CDAO AFWERX / DIU / Rapid Capabilities Office) (ie. Naval Supply Systems Command (NAVSUP), Marine Corps Logistics Command (MARCORLOGCOM), Army Materiel Command (AMC), Army Sustainment Command (ASC), Transformation & Training Command (T2COM), HQDA G/3/5/7, etc. Understanding of government contracting and procurement vehicles. Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies. Active security clearance or the ability to obtain one. Bachelor's degree or equivalent experience. This position requires the ability to obtain and maintain a U.S. Government security clearance (interim and/or final). Continued employment is contingent upon the successful adjudication of this clearance; failure to obtain or maintain the required level of access may result in rescission of the job offer or termination of employment. Compensation We offer: 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