Account Executive, Commercial
ObviantDefense Intelligence company
ArlingtonMid
Shield Capital
Motivate Venture Capital
A*
New Vista Capital
Aloft Venture Capital
Underdog Labs
Sales & Account Management
About the role
TL;DR
Drive sales for Obviant's AI data solutions within the commercial defense market.
- •Obviant provides AI-powered data solutions for the defense acquisition market, helping companies and government entities make better decisions.
- •We are seeking an Account Executive to lead our commercial defense market segment, focusing on the Defense Industrial Base (DIB).
- •Key Responsibilities Own the full sales cycle for DIB accounts, from prospecting to contract close and renewal.
- •Build and manage a healthy pipeline aligned with commercial growth targets.
- •Develop deep relationships with business development leaders, capture managers, and C-suite executives.
- •Translate platform capabilities into clear ROI for defense contractors.
- •Bring field intelligence back to product and engineering to shape the roadmap.
- •Requirements 5 to 7 years of B2B sales experience, with significant experience selling into the Defense Industrial Base.
- •Demonstrated track record of exceeding revenue targets in complex sales environments.
- •Deep familiarity with defense contractor workflows (competitive intelligence, BD pipelines, capture strategy).
- •Ability to manage multi-threaded sales cycles with multiple stakeholders.
- •Strong communication and presence to engage various levels of leadership.
Required skills
SalesAccount ManagementB2B SalesBusiness DevelopmentSalesforceHubSpotSQLNegotiationPipeline ManagementMarket AnalysisLead GenerationCustomer Service
Nice-to-have skills
Go-to-MarketProduct StrategyCompetitive AnalysisPartnership ManagementSolution SellingChannel SalesSales OperationsPythonJavaScript
Domain expertise
defensegovernment
Benefits & perks
equity, health insurance, dental insurance, vision insurance
Tech stack
PythonJavaScriptSQLGitLinuxJiraConfluenceSalesforceHubSpotREST API