Account Executive - OSW / 4th Estate at Virtualitics · LumiJobs

Qualification

Experience selling enterprise softwareEvidence of net-new huntingWorking knowledge of federal budgetingUnderstanding of FedRAMPExperience with MEDDPICCWhat Success Looks LikeFirst 90 daysFirst year

Required

7+ years of success in a quota-carrying federal enterprise-software or mission-technology sales role.
Demonstrated relationships and revenue experience across OSW, Defense Agencies, Department of War Field Activities, or comparable enterprise-level defense organizations.
Experience selling enterprise software, AI/ML, data analytics, decision intelligence, or other complex mission and business technology solutions.
Evidence of net-new hunting, executive access, opportunity creation, multi-stakeholder qualification, negotiation, and personally closing complex federal deals.
Working knowledge of federal budgeting, acquisition, capture, and contracting, including RFIs/RFPs, IDIQs, task orders, OTAs, pilots, and partner-led contract paths.
Ability to communicate a complex technical and mission value proposition to senior executives, program leaders, acquisition teams, operators, analysts, and technical audiences.
Willingness to travel 40–50% and operate independently in a fast-moving, collaborative environment.

Preferred

Track record winning enterprise or cross-organizational programs in the 4th Estate, including opportunities that require coordination across policy, resource, acquisition, technology, and mission stakeholders.
Experience selling into one or more relevant mission areas: enterprise IT and cyber, acquisition and sustainment, logistics, health, finance, workforce, research and engineering, or strategic decision support.
Understanding of FedRAMP, DoW impact levels, zero trust, data governance, controlled or classified environments, and the practical requirements for deploying mission software.
Experience with MEDDPICC, Challenger, or another disciplined enterprise-sales methodology.
Active security clearance and bachelor's degree, or equivalent relevant experience.
What Success Looks Like
First 90 days: Establish territory credibility, validate the relationship map, prioritize the initial account portfolio, and create a focused pipeline tied to funded or fundable mission priorities.
First year: Convert new relationships into qualified opportunities and net-new awards, build a repeatable expansion path, maintain disciplined pipeline coverage, and meet or exceed annual quota.

Account Executive - OSW / 4th Estate

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Virtualitics

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