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Account Executive – OSW
Virtualitics. Own the Office of the Secretary of War (OSW) and 4th Estate territory .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in federal enterprise software sales, with a strong focus on building relationships and driving revenue across defense organizations. Proficient in navigating complex acquisition processes and communicating technical solutions to senior stakeholders.
Highest-signal resume keywords
Federal Enterprise Software SalesRelationship BuildingComplex Deal NegotiationFederal Budgeting and AcquisitionAI/ML and Data Analytics Solutions
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota-Carrying Sales ExperienceOpportunity CreationMulti-Stakeholder QualificationComplex Federal Deal ClosingUnderstanding of RFIs/RFPsExperience with MEDDPICCKnowledge of FedRAMPData GovernanceZero Trust PrinciplesMission Software Deployment
Soft Skills
Communication of Technical Value PropositionsInfluencing RequirementsStrategic ThinkingCustomer Success OrientationCollaboration with Senior Executives
Tools & Technologies
Virtualitics CapabilitiesContract VehiclesTask OrdersCompetitive ProcurementsCloud and Data Partnerships
Certifications & Qualifications
U.S. Government Security ClearanceBachelor's Degree or Equivalent Experience
Industry Keywords
Office of the Secretary of WarDefense AgenciesDepartment of War Field ActivitiesMission-Technology SolutionsOperational Readiness
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Own the Office of the Secretary of War (OSW) and 4th Estate territory
- Build net-new revenue across OSW principal staff organizations, Defense Agencies, and Department of War Field Activities
- Develop and execute a focused territory plan
- Build qualified pipeline and maintain account plans, deal stages, next actions, close plans, and forecasts
- Establish trusted relationships with senior civilian leaders, mission owners, program executives, acquisition leaders, data and technology executives, and operational stakeholders
- Connect priority problems to Virtualitics capabilities and quantify operational, financial, readiness, workforce, or decision-speed outcomes
- Engage before formal RFIs and RFPs to influence requirements, acquisition paths, evaluation criteria, funding alignment, and implementation approaches
- Build paths to award through contract vehicles, task orders, competitive procurements, pilots, OTAs, and other authorized mechanisms
- Work strategically with federal systems integrators, contract holders, cloud and data partners, and mission-technology providers
- Position AI and decision intelligence across readiness, maintenance, logistics, supply chain, workforce, financial and program management, acquisition, data modernization, and threat analysis
- Surface cybersecurity, cloud authorization, data-access, integration, deployment, and clearance constraints
- Orchestrate solutions engineering, customer success, marketing, product, contracts, capture, partners, and executive advisors
- Convert relationships into qualified opportunities and net-new awards, build expansion paths, maintain pipeline coverage, and meet or exceed annual quota
Requirements
What you’ll need- 7+ years of success in a quota-carrying federal enterprise-software or mission-technology sales role
- Demonstrated relationships and revenue experience across OSW, Defense Agencies, Department of War Field Activities, or comparable enterprise-level defense organizations
- Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission and business technology solutions
- Evidence of net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and personally closing complex federal deals
- Working knowledge of federal budgeting, acquisition, capture, and contracting, including RFIs/RFPs, IDIQs, task orders, OTAs, pilots, and partner-led contract paths
- Ability to communicate complex technical and mission value propositions to senior executives, program leaders, acquisition teams, operators, analysts, and technical audiences
- Willingness to travel 40–50%
- Ability to obtain and maintain a U.S. Government security clearance (interim and/or final)
- Active security clearance and bachelor's degree, or equivalent relevant experience (preferred qualifications)
- Experience with MEDDPICC, Challenger, or another disciplined enterprise-sales methodology (preferred)
- Understanding of FedRAMP, DoW impact levels, zero trust, data governance, controlled or classified environments, and practical requirements for deploying mission software (preferred)
Benefits
Comp & perks- Highly competitive compensation
- Meaningful equity participation
- Fully paid medical, dental, and vision coverage for you and your dependents
- Unlimited PTO / unlimited paid time off
- Flexible work arrangements
- Remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas
- Paid national holidays
- Stock options
- 401(k)
- Company equipment
- 50/50 commission plan