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Sales & Business Development
Location: Arlington, VA or New York, NY
Work Model: Hybrid — 4 days in office
Employment Type: Full-time
Experience: 2–5 years
Compensation: $120K–$150K Base | $240K–$300K OTE + Equity
About the Role
We 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.