Hiring: Account Executive - FSI - Air & Drone Defense Company: Virtualitics Location: District of Columbia, United States Job Posted Time: 2026-09-10 13:11:41 Employment Type: Contract / Remote Target Skills & Keywords : AI, Embedded Systems, Security Clearance About the job Experience: •7+ years of success in a quota-carrying Federal sales, strategic accounts, channel, alliances, or business-development role. Required Skills: •Own the ecosystem: Develop and execute a focused account and partner strategy across the Air & Drone Defense market, from executive relationship mapping through opportunity qualification, negotiation, and close. •Build qualified pipeline: Create new opportunities across major primes, specialized companies, and emerging providers; maintain disciplined account plans, deal stages, next actions, and forecast accuracy. •Sell-To: Position Virtualitics for the company’s internal AI, analytics, engineering, program, production, supply-chain, and delivery workflows. •Sell-Through: Join active U.S. Government pursuits early and work with capture and program teams to specify Virtualitics in proposals, architectures, contract vehicles, and funded programs. •Sell-With: Co-develop repeatable mission offerings that combine Virtualitics software with the partner’s domain expertise, integration, platform, and delivery capabilities. •Embed/OEM: Structure embedded and OEM licensing relationships in which Virtualitics capabilities become part of a partner platform or branded solution at scale. •Foreign Military Sales: Identify exportable solution opportunities with U.S. primes and eligible allied customers; navigate the FMS case lifecycle from pre-LOR shaping through Letter of Request (LOR), Letter of Offer and Acceptance (LOA), contracting, delivery, and expansion in coordination with internal export and legal resources. •Map mission use cases: Translate partner and government needs into credible AI opportunities across aircraft and mission readiness, front-line maintenance, test analytics, program intelligence, supply-chain visibility, personnel readiness, and tactical-edge decision support. Qualifications: •Demonstrated relationships and revenue experience within the Air & Drone Defense market. •Evidence of net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and closing. •Solid functional working knowledge of U.S. federal acquisition and FSI capture, including teaming, NDAs, IRAD, RFIs/RFPs, IDIQs, OTAs, task orders, and partner commercial structures. •Demonstrated capacity to communicate a complex technical and mission value proposition to executives, capture leaders, program teams, operators, and technical audiences. •Willingness to travel 40-50% and operate independently in a fast-moving, collaborative environment. •Track record executing two or more of the five growth motions, with strong preference for candidates who have built sell-through, OEM/embedded, or FMS revenue. •Understanding of exportability, technology releasability, ITAR/export controls, data sovereignty, cybersecurity, cloud authorization, and classified or controlled mission environments. •Active security clearance and bachelor’s degree, or equivalent relevant 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 successful adjudication; failure to obtain or maintain the required level of access may result in rescission of the job offer or termination of employment. •First 90 days: Establish ecosystem credibility, build the relationship map, qualify the initial account portfolio, and create a focused pipeline across the five motions. Compensation: •Flexible work environment (work from home / hybrid options) Interested candidates, please apply directly through the job posting on company's career page or try via AI auto apply on this platform. Don't miss this opportunity to join a forward-thinking team!