5-7 years of experience in Army simulation, test, and training program offices
Located in the Orlando area
Fluent in Army acquisition processes and Other Transaction Authorities (OTAs)
Proven ability to navigate funding paths on previous deals
Skilled in writing Statements of Work (SOW) and cost volumes
Familiar with pricing models including subscription and usage-based services
US citizenship with the ability to obtain or maintain a security clearance
Responsibilities
Build relationships and secure funding across Army program offices
Map funding paths for each pursuit, detailing necessary documentation and timelines
Draft Statements of Work and cost volumes for proposals
Develop autonomy test-and-evaluation opportunities from initial contact to task order
Engage with the Orlando training and simulation community for collaboration
Scope solutions with the engineering team to ensure accurate project handoffs
Maintain an up-to-date CRM and report on deal statuses transparently
Benefits
Meaningful equity stake in a high-growth, venture-backed defense tech startup
Comprehensive health coverage including medical, dental, and vision insurance
401(k) plan for retirement savings
Paid parental leave for family support
Opportunity for high visibility and impact in a collaborative environment with top engineers and researchers
Full Job Description
Role Overview
We're seeking an Account Executive to grow Schemata's Army training and simulation business. We already have a contract vehicle, a presence in the Orlando ecosystem, and early traction. Your job is to turn that foundation into more orders across more program offices, and to open a new lane in autonomy test and evaluation. You'll work closely with our forward deployed engineering (FDE) team: together you scope the work, they build it, and you own the relationship and the paperwork that gets it funded. A signed order is a milestone, not the finish line. What you do
Build sponsors and funded requirements across Army program offices, from first conversation through order and expansion
Map the funding path on every pursuit: money type, budget line, funding document, signer, vehicle, and months to obligation
Write the statements of work and cost volumes for your pursuits
Develop an autonomy test-and-evaluation opportunity from a named champion to a first task order
Embed with the Orlando training and simulation community: program offices, contracting offices, and industry teams
Scope solutions with FDE so delivery starts from an accurate handoff, and stay involved through delivery
Maintain pipeline discipline: keep the CRM current and report deal status honestly
Who you are
Experience selling into, or working in, the Army's simulation, test, and training program offices
Based in the Orlando area
Fluent in Army acquisition and OTAs
Able to walk the funding path on a past deal
Able to write a SOW and a cost volume
Familiar with pricing structures such as subscription plus usage plus services
US citizenship and the ability to obtain and maintain a security clearance (or an active clearance)
Who thrives here
You have something to prove, and you take on hard problems when an easier one is open
You start things without being asked, and you set your own standard above the one you were given
You want to work with high performers and raise the bar for the team
You take feedback well, give credit to others, and keep your focus on the job
What success looks like
(Directional, not exhaustive. Specific targets are set with your manager.)
Named sponsors and funding lines at multiple Army program offices, early
Funded orders at more than one office within the fiscal year
A named champion and written requirement for autonomy test and evaluation, and a first task order after that
A repeatable way to grow orders from one office to the next
Nice to haves
Ability to extend from training and simulation into autonomy test and evaluation and beyond
Existing relationships with program offices that buy simulation or autonomy testing
Military or DoW background (both veteran and civilian)
Active security clearance
Why Join Us?
Meaningful equity stake in a high-growth, venture-backed defense tech startup, so you share in the upside you help create
Comprehensive health coverage: medical, dental, and vision insurance
Competitive salary that reflects your experience and track record
401(k) plan
Paid parental leave
High visibility and real impact: Collaborate with world-class engineers and researchers in a high-ownership environment.
