Account Executive - USAF
Sales Account Executive (DoW) - USAF
Team: Go-To-Market
Location: Remote (Washington D.C. Metro Area preferred).
Travel expectation: 40-50%.
Reports to: Sales Director
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 DoD 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 DoD 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 DoD 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 / DoD CDAO AFWERX / DIU / Rapid Capabilities Office)
-
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