Job description

About Virtualitics 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 U.S. Army 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 Army and a deep understanding of the challenges facing the Army in areas of sustainment, logistics, and operational availability. Reporting directly to the Sales Director within the 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 and quarterly deal stage KPIs. Sales Account Management: Develop and execute comprehensive account strategies to penetrate key Army commands, program executive offices, and agencies. 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 across the Army. Solution-Oriented Selling: Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including: Aviation, ground vehicle, and equipment 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, account management, 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 Army and DoW trends, procurement processes, and the 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 and the U.S. Army. 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 and contracting for AI software acquisition. Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to technical and non-technical audiences. 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 Army commands and agencies. Preferred: Existing relationships within Army logistics, sustainment, or readiness communities (e.g., Army Materiel Command (AMC), Army Sustainment Command (ASC), Army Futures Command (AFC), ASA(ALT) and its Program Executive Offices (PEO Aviation, PEO GCS, PEO CS&CSS), TACOM, AMCOM, CECOM, FORSCOM, Army Chief Data & Analytics Office / DoD CDAO, AAL / DIU / xTech). Understanding of government contracting and procurement vehicles. Experience with MEDDIC/MEDDPICC, 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 What we offer you At Virtualitics, you’ll join a high-performance team of scientists, strategists, and servicemembers building AI that operates in the world’s most demanding environments. The problems we solve matter — and so does the opportunity to grow while solving them. You’ll have meaningful ownership from day one, with the ability to accelerate your career alongside a company scaling rapidly in national security and critical infrastructure. We offer highly competitive compensation, meaningful equity participation, and fully paid medical, dental, and vision coverage for you and your dependents. Our benefits also include unlimited PTO and flexible work arrangements, with remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas.

Requirements

Must-haves

Customer Relationship Building: Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users across the Army.
Solution-Oriented Selling: Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including:
Aviation, ground vehicle, and equipment 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.
Market Intelligence: Stay current on Army and DoW trends, procurement processes, and the competitive landscape to effectively position Virtualitics' solutions.
Qualifications & Skills
7+ years of successful experience in a quota-carrying Federal Account Executive role, with a strong preference for experience within the DoW and the U.S. Army.
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 and contracting for AI software acquisition.
Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to technical and non-technical audiences.
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 Army commands and agencies.
Competitive base salary based on experience
Lucrative Commission Plan (50/50 sales plan)
Company equipment (Mac/PC and iPhone)
What we offer you
You’ll have meaningful ownership from day one, with the ability to accelerate your career alongside a company scaling rapidly in national security and critical infrastructure.

Nice-to-haves

Understanding of government contracting and procurement vehicles.
Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies.
Active security clearance or the ability to obtain one.
Bachelor's degree or equivalent experience.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigoml

Platform: lever
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Pto

Paid Time Off