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. *Secret clearance required, up to TS. Or eligibility to obtain and hold clearance Position Overview Virtualitics is seeking a dedicated and experienced Strategic Account Manager to join our Public Sector team. This is a critical role focused on post-sales success, responsible for ensuring maximum value realization, retention, and growth within our most important government accounts. The primary mission of this role is to secure 100% customer retention and achieve zero churn across our most strategic contracts. The ideal candidate will be a trusted advisor to our clients, a passionate customer advocate, and a skilled relationship manager with a proven track record of managing and growing large, complex Federal accounts. Key Responsibilities Customer Retention & Renewal Management : Owns the commercial and executive relationship, account strategy, expansion opportunities, and all financial aspects of renewals/expansions (e.g.,contract vehicles,color of money, funding strategy, pricing conversations, engagement with COR/KO, expansion conversations, etc). Own the entire lifecycle of our strategic accounts post-sale. Ensure 100% retention, mitigate churn risk, and secure on-time contract renewals. Strategic Account Planning: Partner closely with Sales and Delivery teams to develop and execute comprehensive account plans focused on customer health, value realization, and identifying growth opportunities. Establish yourself as an indispensable partner to our clients. Executive Relationship Building: Cultivate and maintain deep, multi-level relationships with key stakeholders within strategic accounts, from end-users to executive sponsors and contracting officers. Value Realization & Adoption: Partner closely with customers to ensure they are achieving their desired outcomes and realizing the full potential of the Virtualitics platform and investments. Performance & Health Monitoring: Conduct regular executive business reviews (EBRs) to demonstrate value, review key performance metrics, and align on future goals. Partner closely with delivery teams to proactively monitor account health and address any potential issues and mitigate impact and risk to customer churn. Customer Advocacy: Serve as the primary voice of the customer internally. Liaise with Sales, Product, Engineering, and Delivery teams to ensure a seamless customer experience and communicate client feedback to inform the product roadmap. Expansion & Growth: Partner closely with Sales AE’s to Identify and qualify opportunities for expansion and upsell within your portfolio of accounts, partnering with the Sales team to execute on growth initiatives. Qualifications & Skills Required: 8-10+ years of experience in a customer-facing role such as Strategic Account Management, or Federal Sales, with a focus on post-sales and renewals. A proven and demonstrable track record of achieving near-100% retention and renewal rates with large, strategic enterprise or government accounts. Deep experience managing complex Federal/DoD contracts and navigating the government procurement and renewal process. Ability to drive conversation with customers around renewal path with color of money, time lines, risk mitigation. Exceptional interpersonal and communication skills, with the ability to build rapport and credibility with senior government leaders and C-level executives. A strategic mindset with strong problem-solving skills and the ability to act as a trusted advisor to clients. Familiarity with the enterprise software landscape, particularly in AI/ML, data analytics, or business intelligence. Preferred : Direct experience working with solutions focused on AI, logistics, sustainment, and operational readiness within the DoD. Established reputation and network within the DoD and Intelligence Community program and contracting circles. Experience using Customer Success & CRM platforms. Active security clearance. Bachelor's degree in Business Administration, Management, or a related field. Must be willing to travel up to 30% within the DMV and nationally. 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

Executive Relationship Building: Cultivate and maintain deep, multi-level relationships with key stakeholders within strategic accounts, from end-users to executive sponsors and contracting officers.
Value Realization & Adoption: Partner closely with customers to ensure they are achieving their desired outcomes and realizing the full potential of the Virtualitics platform and investments.
Expansion & Growth: Partner closely with Sales AE’s to Identify and qualify opportunities for expansion and upsell within your portfolio of accounts, partnering with the Sales team to execute on growth initiatives.
Qualifications & Skills
8-10+ years of experience in a customer-facing role such as Strategic Account Management, or Federal Sales, with a focus on post-sales and renewals.
A proven and demonstrable track record of achieving near-100% retention and renewal rates with large, strategic enterprise or government accounts.
Exceptional interpersonal and communication skills, with the ability to build rapport and credibility with senior government leaders and C-level executives.
A strategic mindset with strong problem-solving skills and the ability to act as a trusted advisor to clients.
Familiarity with the enterprise software landscape, particularly in AI/ML, data analytics, or business intelligence.

Nice-to-haves

Direct experience working with solutions focused on AI, logistics, sustainment, and operational readiness within the DoD.
Established reputation and network within the DoD and Intelligence Community program and contracting circles.
Experience using Customer Success & CRM platforms.
Active security clearance.
Bachelor's degree in Business Administration, Management, or a related field.
Must be willing to travel up to 30% within the DMV and nationally.
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.

Application prep

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Keywords to mirror

aiml

Platform: lever
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

Pto