Account Executive - Department of Defense

About the role

Responsibilities

• Drive new business and revenue growth within DOD and the national-security community owning the full sales cycle from initial mission engagement through fielded deployment.
• Turn mission needs into deliverable products working with mission owners to translate an operational problem into a scoped AI capability, then driving it through rapid demonstration and pilot to an operational outcome.
• Navigate the unique DOD procurement and security environment including DFARS, security clearance requirements, and agency-specific security protocols across classified and unclassified environments.
• Build and maintain relationships with mission owners, program offices, and technical evaluators becoming a trusted advisor on agentic AI and its application to their mission — and speaking their operational and acquisition language fluently.
• Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives.
• Coordinate closely with system integrators to ensure successful deployment and integration, including in environments.
• Provide detailed market intelligence and customer feedback to product teams including classification levels and mission-specific requirements, to shape what Filevine builds for defense.
• Accurately forecast quarterly and annual performance track progress against annual revenue targets, and manage your pipeline with rigor in Salesforce.
• Take a leadership role in growing Filevine's DOD presence while maintaining hands-on engagement with your key accounts and proper security protocols.

Requirements

• 4+ years of enterprise sales experience in the DOD/national-security space, with a proven track record of winning development-focused deals — where the deliverable was a built and fielded capability, not an off-the-shelf license.
• Genuine AI fluency — you can hold a credible technical conversation about agentic AI, models, data, and deployment, and translate that capability into mission value for an operational audience.
• A demonstrated ability to turn a DOD mission need into a scoped, deliverable product, and to drive it from problem statement through demonstration to fielded outcome.
• Deep understanding of DOD mission owners, program offices, and operational challenges — and the ability to speak their language.
• A consistent, demonstrable record of meeting and exceeding revenue targets and quota in the DOD space.
• The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
• The drive to shape a market rather than react to it, and to build the defense motion at the ground floor.