Account Executive - FSI

About Virtualitics
Virtualitics is the category leader in AI-native 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 complex, mission-critical challenges with AI. 
Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. 
Behind that impact is relentless 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 — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves.
If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here.

Position Overview

Virtualitics is seeking a highly motivated and experienced 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 revenue through three distinct motions: selling Virtualitics AI software directly to integrators for their own use (Sell To), teaming with integrators to embed our software into captures, proposals, and funded government programs (Sell Through), and frstructuring OEM and embedded licensing agreements where Virtualitics 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 track record of building revenue-generating partnerships with FSIs and a deep understanding of how integrators capture, win, and deliver defense and national security programs. Reporting directly to the Sales Director within the GTM Organization.

Key Responsibilities
Full-Cycle Sales Execution: Drive the entire sales process from initial partner prospecting and opportunity identification to contract negotiation and closing across all three FSI motions. Build and manage a robust pipeline of direct, teamed, and OEM opportunities to meet and exceed annual sales targets and quarterly deal stage KPIs.
FSI Account Strategy: Develop and execute comprehensive account strategies to penetrate priority Federal Systems Integrators. Identify and engage key stakeholders across capture, BD, program delivery, AI/analytics practices, and CTO organizations, and map Virtualitics solutions to their pursuit pipelines and program needs.
Sell To Motion: Position and close Virtualitics software for the integrator's direct use, including internal analytics, IRAD initiatives, and delivery accelerators that improve program execution and margin.
Sell Through Motion: Build teaming relationships that embed Virtualitics into FSI captures, proposals, and funded programs as a prime/sub or reseller arrangement, driving revenue through the integrator's contract vehicles and
task orders. Support joint capture activities, proposal responses, and win themes.
White Label Motion: Structure and negotiate OEM and embedded licensing agreements where Virtualitics AI is delivered as part of the integrator's branded solutions at scale, including commercial 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 advocate inside Virtualitics.
Collaboration: Work closely with the Virtualitics pre-sales engineering/solutions, marketing, account management, contracts, and product teams to create and deliver compelling demonstrations, teaming packages, proposals, and RFI/RFP responses that effectively communicate our value proposition to and through partners.
Market Intelligence: Stay current on FSI competitive dynamics, major re-competes and new program captures, procurement trends, and contract vehicle activity to position Virtualitics on winning 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 enterprise software, AI/ML, data analytics, or similar complex technology solutions.
○ Proven ability to develop and execute strategic partner account plans and manage complex, 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 articulate a complex value proposition to technical and non-technical audiences, including capture and executive leadership.
○ Self-starter with the ability to work independently and as part of a collaborative 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., BAE Systems, Leidos, GD, Andruil, Saronic Technologies, CACI, Lockheed Martin, Northrop Grumman, Peraton, ManTech, Accenture Federal Services, Deloitte, RTX, etc), including AI/data analytics practice leads, capture and BD executives, program managers, and CTO organizations.
○ Demonstrated success executing all three FSI go-to-market motions:
■ Sell To: Positioning and closing software for the integrator's direct use, including internal analytics, IRAD initiatives, and
delivery accelerators that improve program execution and margin.
■ Sell Through: Teaming with FSIs to embed software into captures, proposals, and funded programs as a prime/sub or
reseller arrangement, driving revenue 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 scale.
○ 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 commercial terms (margin structures, deal registration, license pass-through).
○ Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies.
○ Active security clearance or the ability to obtain one.
○ Bachelor's degree or equivalent experience.

Disclaimer
This position requires the ability to obtain and maintain a U.S. Government security clearance (interim and/or final). Continued employment is contingent upon the successful adjudication of this clearance; failure to obtain or maintain the required level of access may result in rescission of the job offer or termination of employment. Compensation We offer: Competitive base salary based on experience Lucrative Commission Plan (50/50 sales plan) 100% employer paid health benefit premiums (medical, dental, vision) Unlimited Paid Time OffPaid Time Off for National Holidays Stock options at sign-on 401k plan Company equipment (Mac/PC and iPhone) Remote work from home

What we offer you
At Virtualitics, you’ll join a high-performance team of scientists, strategists, and servicemembers building AI that operates in the world’s most demanding environments. The problems we solve matter — and so does the opportunity to grow while solving them.
You’ll have meaningful ownership from day one, with the ability to accelerate your career alongside a company scaling rapidly in national security and critical infrastructure.
We offer highly competitive compensation, meaningful equity participation, and fully paid medical, dental, and vision coverage for you and your dependents. Our benefits also include unlimited PTO and flexible work arrangements, with remote flexibility and hybrid options for team members based in the Los Angeles or Washington, DC areas.