Senior Account Executive

The role

The Senior Account Executive will identify and advance growth opportunities across federal defense, national security, and commercial markets. This role involves customer discovery, shaping opportunities, and translating mission needs into product requirements for the Navigator platform.

What you will do

• Identify priority mission areas, customer organizations, and acquisition pathways.
• Develop account and territory plans across target defense, federal, and commercial customers.
• Translate operational pain points into opportunity narratives.
• Track emerging requirements, solicitations, and partner-led pursuits.
• Conduct structured customer discovery with operators, planners, and stakeholders.
• Develop and maintain relationships with government users, partners, and ecosystem stakeholders.
• Prepare for and support customer meetings, briefings, and demonstrations.
• Qualify opportunities based on mission fit, budget, and acquisition feasibility.
• Support proposal development through customer context and win themes.
• Serve as a translation layer between mission stakeholders and internal Product and Engineering teams.

Required qualifications

• 8+ years of mission development, business development, capture, or senior account leadership experience advancing complex technology solutions into the U.S. government, commercial enterprise, or both.
• Demonstrable track record advancing and closing significant contracts and pursuits inside at least one of: Army / SOCOM / Navy, DLA / GSA / TRANSCOM / AMC, federal civilian, or large commercial logist
• Deep understanding of how military and government customers define mission problems and acquisition pathways.
• Working fluency with the federal acquisition environment including FAR-based contracting, OTAs, IDIQ task orders, and SBIR/STTR pathways.
• Domain fluency in AI, data systems, SaaS, and enterprise software.
• Strong, current relationships inside your portfolio with decision-makers.
• Track record of building pipeline from a standing start.
• Expert verbal and written communication.
• Ability to thrive in a fast-moving, ambiguous, early-stage environment with high autonomy.
• Must be eligible to obtain and maintain a U.S. government security clearance.

Nice to have

• Active U.S. government security clearance (Secret, TS, or TS/SCI)
• U.S. military or government service background
• Prior mission development, BD, or account leadership experience at a defense-tech startup, growth-stage federal contractor, or hyperscale commercial logistics provider
• Experience advancing AI, data, autonomy, or logistics/sustainment software into your portfolio
• Existing relationships across primes, systems integrators, and defense innovation organizations
• Familiarity with Foreign Military Sales (FMS) and international procurement mechanisms

Benefits

• Base salary
• Generous equity grant
• Full healthcare coverage
• 401k
• Unlimited PTO

Before you apply

• Must be eligible to obtain and maintain a U.S. government security clearance
• U.S. citizenship is a requirement for all positions
• Proof of citizenship will be required prior to employment

About the company

Gallatin is rebuilding logistics infrastructure for the national security missions of the United States and allied partners using AI systems. They build systems that enable faster, smarter logistics decisions in contested environments.