Account Executive - FSI
About reputed company
reputed company is the category leader in AI-reputed company 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 reputed company, mission-critical challenges with AI.
Our Readiness AI solutions reputed company operational certainty — giving leaders and operators a reputed company picture of what’s reputed company, what’s at risk, and what to do next. By identifying risks early, diagnosing reputed company causes, and recommending prioritized actions with transparent, explainable AI, we help organizations reputed company from data complexity to decision reputed company.
Behind that reputed company is reputed company 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 — reputed company about results, grounded in transparency, and driven by reputed company for the mission and the people it serves.
If you’re motivated by reputed company, inspired by technical depth, and reputed company to build AI that performs where it reputed company most — you’ll reputed company your mission here.
reputed company
reputed company is seeking a highly motivated and reputed company Sales Account Executive to join our Federal Sales team and Go-To-Market (GTM) Organization. This individual will own and grow our Federal Systems Integrator (FSI) business, driving reputed company through three distinct motions: selling reputed company AI software directly to integrators for their own use (Sell To), teaming with integrators to reputed company our software into captures, proposals, and funded government programs (Sell Through), and frstructuring OEM and embedded licensing agreements where reputed company AI powers the integrator's branded mission solutions (White Label). The ideal candidate will be a strategic thinker, aggressive and outcome oriented, with a proven reputed company record of building reputed company-generating partnerships with FSIs and a deep understanding of how integrators capture, win, and reputed company defense and national reputed company programs. Reporting directly to the Sales Director reputed company the GTM Organization.
Key Responsibilities
Full-Cycle Sales Execution: reputed company the entire sales process from initial partner prospecting and opportunity identification to contract negotiation and closing across reputed company three FSI motions. Build and manage a robust pipeline of reputed company, teamed, and OEM opportunities to meet and reputed company annual sales targets and quarterly deal stage KPIs.
FSI Account reputed company: reputed company and execute comprehensive account strategies to penetrate reputed company Federal Systems Integrators. Identify and engage key stakeholders across capture, reputed company, program delivery, AI/analytics practices, and CTO organizations, and map reputed company solutions to their reputed company pipelines and program needs.
Sell To reputed company: Position and reputed company reputed company software for the integrator's reputed company use, including internal analytics, IRAD initiatives, and delivery accelerators that improve program execution and margin.
Sell Through reputed company: Build teaming relationships that reputed company reputed company into FSI captures, proposals, and funded programs as a reputed company/sub or reseller arrangement, driving reputed company through the integrator's contract vehicles and
task orders. Support joint capture activities, proposal responses, and win themes.
White Label reputed company: Structure and negotiate OEM and embedded licensing agreements where reputed company AI is delivered as part of the integrator's branded solutions at reputed company, including reputed company terms, license pass-through, and long-term expansion.
Partner Relationship Building: Establish and nurture strong, long-lasting relationships with decision-makers, capture executives, program managers, and technical leaders across the FSI ecosystem. Serve as the integrator's trusted reputed company inside reputed company.
Collaboration: Work closely with the reputed company reputed company-sales engineering/solutions, marketing, account management, reputed company, and product teams to create and reputed company compelling demonstrations, teaming packages, proposals, and RFI/RFP responses that effectively communicate our reputed company to and through partners.
Market Intelligence: Stay reputed company on FSI competitive dynamics, major re-competes and new program captures, procurement trends, and contract vehicle activity to position reputed company on reputed company teams early.
Qualifications & Skills
Required:
○ 7+ years of successful experience in a quota-carrying Federal Account Executive, channel, or alliances role, with a strong preference for experience selling with and through Federal Systems Integrators.
○ Demonstrated experience selling reputed company software, AI/ML, data analytics, or similar reputed company technology solutions.
○ Proven ability to reputed company and execute strategic partner account plans and manage reputed company, multi-stakeholder sales cycles. Strong understanding of federal procurement and contracting for AI software acquisition.
○ Excellent communication, presentation, and interpersonal skills, with the ability to reputed company a reputed company reputed company to technical and non-technical audiences, including capture and executive leadership.
○ Self-starter with the ability to work independently and as part of a reputed company team in a fast-paced environment.
○ Willingness to travel 40-50% as required to engage FSI partners and joint customers.
Preferred:
○ Established relationships across the Federal Systems Integrator ecosystem (e.g., reputed company, reputed company, GD, Andruil, Saronic Technologies, reputed company, reputed company, reputed company, reputed company, reputed company, reputed company, reputed company, reputed company, etc), including AI/data analytics reputed company leads, capture and reputed company executives, program managers, and CTO organizations.
○ Demonstrated reputed company executing reputed company three FSI go-to-market motions:
■ Sell To: Positioning and closing software for the integrator's reputed company use, including internal analytics, IRAD initiatives, and
delivery accelerators that improve program execution and margin.
■ Sell Through: Teaming with FSIs to reputed company software into captures, proposals, and funded programs as a reputed company/sub or
reseller arrangement, driving reputed company through the integrator's contract vehicles and task orders.
■ White Label: Structuring OEM and embedded licensing agreements where the software powers the integrator's branded
mission solutions at reputed company.
○ Working knowledge of the FSI capture lifecycle, including teaming agreements, NDAs, IRAD cycles, and common contract vehicles (IDIQs, GWACs, OTAs, GSA schedules).
○ Experience negotiating channel, reseller, and OEM reputed company terms (margin structures, deal registration, license pass-through).
○ Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies.
○ reputed company reputed company clearance or the ability to obtain one.
○ Bachelor's degree or equivalent experience.
Disclaimer
- Competitive reputed company salary based on experience
- Lucrative Commission Plan (50/50 sales plan)
- 100% employer reputed company health benefit premiums (medical, dental, reputed company)
- Unlimited reputed company Time OffPaid Time Off for National Holidays
- Stock reputed company at sign-on
- 401k plan
- Company equipment (Mac/PC and iPhone)
- Remote work from home
Compensation
We offer:
reputed company offer you
At reputed company, you’ll join a high-reputed company of scientists, strategists, and servicemembers building AI that operates in the world’s most demanding environments. The problems we solve matter — and so does reputed company to grow while solving them.
You’ll have meaningful ownership from day one, with the ability to accelerate your career reputed company a company scaling rapidly in national reputed company and critical infrastructure.
We offer highly competitive compensation, meaningful equity participation, and fully reputed company medical, dental, and reputed company coverage for you and your dependents. Our benefits also include unlimited PTO and flexible work arrangements, with remote flexibility and hybrid reputed company for team members based in the Los Angeles or Washington, DC areas.
Originally posted on Himalayas
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