Location: Arlington, VA or New York, NY Work Model: Hybrid — 4 days in office Employment Type: Full-time Experience: 2–5 years Compensation: $120K–$150K Base | $240K–$300K OTE + Equity About the Role We are looking for 2–3 Account Executives to join a rapidly growing AI technology company transforming how businesses navigate and win government contracts. The company has raised $42M and its customers won more than $5B in government contracts in 2025. Its AI-powered platform supports businesses throughout the government contracting lifecycle and is used by major government contractors as well as growing mid-market companies. You'll join a high-performing sales organization and work closely with the leadership team as the company continues to scale. What You'll Do • Own the full sales cycle from discovery through negotiation and close. • Conduct compelling software demos and communicate the value of a complex AI platform. • Build relationships with C-level executives, Heads of Growth, and other senior decision-makers. • Sell a platform product with $50K+ ACVs. • Develop expertise in government procurement, contracting workflows, and the platform. • Partner with the engagement team to ensure a smooth customer onboarding experience. • Build and manage a strong pipeline while consistently working toward ambitious revenue targets. • Share customer feedback and market insights with Product and Engineering teams. • Work alongside an experienced team of Account Executives in a fast-growing sales organization. What We're Looking For • 2–5 years of experience in a full-cycle B2B SaaS/software sales role. • Proven experience closing deals — this is not an SDR/BDR-only role. • Experience selling a complex software or platform product. • Experience selling deals with $50K+ ACVs. • Strong experience delivering software demos. • Experience selling to senior stakeholders, including CEOs, CTOs, CFOs, Heads of Growth, and other executives. • Strong discovery, communication, negotiation, and relationship-building skills. • Curious and capable of quickly learning new industries, terminology, and workflows. • A consistent track record of performance and meaningful tenure. Nice to Have • Experience selling into government, federal, defense, or procurement organizations. • Familiarity with government contracting or procurement workflows. • Military or defense industry experience. • Experience at a government or defense technology company. • Exposure to federal sales or government contracting processes. Who This Role Isn't For • Candidates with only SDR/BDR experience and no closing responsibility. • Candidates whose sales experience is exclusively focused on low-ACV deals, particularly <$10K. • Candidates with multiple short tenures of less than two years.