Account Executive - FSI - Shipbuilding & Maritime
New
V
VirtualiticsDefense Technology
RemoteFull-TimeMiddle
SalaryCompetitive base salary based on experience and a lucrative 50/50 commission plan
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Job Details
- Experience
- 7+ years of success
- Required Skills
- Business DevelopmentData analytics
Requirements
- 7+ years of success in a quota-carrying Federal sales, strategic accounts, channel, alliances, or business-development role.
- Demonstrated relationships and revenue experience within the Shipbuilding & Maritime market.
- Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission technology solutions.
- Evidence of net-new hunting, executive access, opportunity creation, and multi-stakeholder negotiation.
- Working knowledge of U.S. federal acquisition and FSI capture (teaming, NDAs, IRAD, RFIs/RFPs, IDIQs, OTAs).
- Ability to communicate complex technical mission value to executives and program teams.
- Willingness to travel 40–50%.
- Experience with enterprise-sales methodologies like MEDDPICC or Challenger.
- Understanding of exportability, ITAR/export controls, and cloud authorization.
- Ability to obtain and maintain a U.S. Government security clearance.
Responsibilities
- Develop and execute a focused account and partner strategy across the Shipbuilding & Maritime market.
- Build and maintain a qualified pipeline across major primes, specialized companies, and emerging providers.
- Position Virtualitics for internal AI, analytics, engineering, and supply-chain workflows (Sell-To).
- Identify and join U.S. Government pursuits to specify Virtualitics in proposals and architectures (Sell-Through).
- Co-develop repeatable mission offerings with partners (Sell-With).
- Structure embedded and OEM licensing relationships for partner platforms (Embed/OEM).
- Navigate the FMS case lifecycle for exportable solution opportunities (Foreign Military Sales).
- Map mission use cases across depot maintenance, program intelligence, and budget decision support.
- Build trusted relationships across executive leadership, business development, and program delivery teams.
- Orchestrate internal teams including solutions engineering, marketing, and legal around high-value opportunities.
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