Account Executive, Commercial

The role

You will own the full sales cycle for the Defense Industrial Base segment. You will build pipelines, manage relationships with defense contractors, and provide field intelligence to influence the product roadmap.

What you will do

• Own the full sales cycle for DIB accounts from prospecting to renewal
• Build and manage a healthy pipeline aligned with growth targets
• Develop relationships with business development leaders, capture managers, and C-suite executives
• Translate platform capabilities into ROI for defense contractors
• Partner with the Mission Success team for handoffs and retention
• Bring field intelligence back to product and engineering
• Build and iterate on messaging, outbound sequences, and sales plays

Required qualifications

• 5 to 7 years of B2B sales experience, with a meaningful portion selling directly into the Defense Industrial Base
• Track record of exceeding revenue targets in a consultative, complex-sale environment
• Ability to speak to individual new-logo production including deal count, ACV, and quota attainment
• Deep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy
• Ability to manage multi-threaded sales cycles with multiple stakeholders
• Clear point of view on the Obviant buying decision inside target accounts
• Strong communication and presence
• Detail-oriented pipeline management and forecasting discipline
• Comfortable operating with high autonomy and accountability in an early-stage environment
• Strong references from current and prior roles

Nice to have

• Experience as an early GTM hire at a startup
• Existing relationships across the DIB
• Relationships with defense consultants or lobbyists are a meaningful plus
• Background in defense acquisition, government contracting, or national security markets

Benefits

• Competitive base salary
• Variable compensation tied to bookings with uncapped upside
• Meaningful equity stake
• Health, dental, and vision coverage
• Flexible, high-autonomy work environment
• Direct line to founders
• Flexible schedule
• Flexible vacation time

About the company

Obviant has built the data source of truth and AI tools for defense acquisition. They fuse information from thousands of sources to provide a cohesive picture of budget and programs.