Location: Arlington, VA or New York, NYWork Model: Hybrid - 4 days in officeEmployment Type: Full-timeExperience: 2-5 yearsCompensation: $120K-$150K Base | $240K-$300K OTE + EquityAbout the RoleWe are looking for 2-3 Account Executives to join a rapidly growing AI technology company transforming how businesses navigate and win government contracts. The company has raised $42M and its customers won more than $5B in government contracts in 2025. Its AI-powered platform supports businesses throughout the government contracting lifecycle and is used by major government contractors as well as growing mid-market companies. You'll join a high-performing sales organization and work closely with the leadership team as the company continues to scale.
What You'll Do- Own the full sales cycle from discovery through negotiation and close.
- Conduct compelling software demos and communicate the value of a complex AI platform.
- Build relationships with C-level executives, Heads of Growth, and other senior decision-makers.
- Sell a platform product with $50K+ ACVs.
- Develop expertise in government procurement, contracting workflows, and the platform.
- Partner with the engagement team to ensure a smooth customer onboarding experience.
- Build and manage a strong pipeline while consistently working toward ambitious revenue targets.
- Share customer feedback and market insights with Product and Engineering teams.
- Work alongside an experienced team of Account Executives in a fast-growing sales organization.
What We're Looking For- 2-5 years of experience in a full-cycle B2B SaaS/software sales role.
- Proven experience closing deals - this is not an SDR/BDR-only role.
- Experience selling a complex software or platform product.
- Experience selling deals with $50K+ ACVs.
- Strong experience delivering software demos.
- Experience selling to senior stakeholders, including CEOs, CTOs, CFOs, Heads of Growth, and other executives.
- Strong discovery, communication, negotiation, and relationship-building skills.
- Curious and capable of quickly learning new industries, terminology, and workflows.
- A consistent track record of performance and meaningful tenure.
Nice to Have- Experience selling into government, federal, defense, or procurement organizations.
- Familiarity with government contracting or procurement workflows.
- Military or defense industry experience.
- Experience at a government or defense technology company.
- Exposure to federal sales or government contracting processes.
Who This Role Isn't For- Candidates with only SDR/BDR experience and no closing responsibility.
- Candidates whose sales experience is exclusively focused on low-ACV deals, particularly <$10K.
- Candidates with multiple short tenures of less than two years.
