Account Executive - Government
Account Executive (DoD)
Arlington, VA — Full Time
The defense market is surging, but the data that drives it hasn’t kept up. Companies, government, and investors are forced to perform heavily manual processes and piece together hundreds of disparate sources to make decisions. Obviant is building a data source of truth and AI tools for defense acquisition to solve this. We fuse information from thousands of sources – structured + unstructured – to provide a cohesive picture of budget, programs, the organizations running them, and much more. Whether it’s a company navigating GTM or a program manager developing capabilities, we’re providing all sides with the intelligence they need to execute effectively. We’re growing fast and backed by top funds and DoD/national security veterans.
We believe that public sector mission sets matter above anything else. If you feel the same way, we’d love for you to join us.
The Role
We are seeking an Account Executive (DoD) to lead revenue growth across Department of Defense customers by owning relationships from initial engagement through close and expansion. You will work directly with government stakeholders to understand their missions, translate complex needs into clear value propositions, and help them adopt Obviant as a critical system for decision-making.
This is a role for someone who is deeply comfortable operating in the DoD environment, understands acquisition and procurement realities, and can navigate long, complex sales cycles with urgency and precision. You will partner closely with product, engineering, leadership, and content teams to shape both customer outcomes and Obviant’s go-to-market strategy.
Responsibilities
Revenue Ownership & Sales Execution
Own the full sales cycle across DoD accounts, from prospecting through close and renewal.
Build and manage a healthy pipeline aligned with Obviant’s growth targets.
Drive predictable execution across long, multi-stakeholder government sales cycles.
Develop account strategies that support land-and-expand adoption within organizations.
Customer & Stakeholder Engagement
Build trusted relationships with program managers, acquisition professionals, operators, and senior leadership.
Understand customer workflows, pain points, and mission priorities to clearly articulate value.
Lead product demonstrations, briefings, and executive-level conversations.
Act as the voice of the customer internally to inform product direction and roadmap decisions.
Go-To-Market & Strategy
Collaborate with leadership to refine DoD-focused GTM strategy.
Partner with marketing and content teams to support messaging, case studies, and thought leadership.
Identify new entry points, programs, and buying centers within the DoD.
Track and adapt to changes in acquisition policy, budgeting, and procurement pathways.
Cross-Functional Collaboration
Work closely with product and engineering to ensure smooth onboarding and customer success.
Coordinate with legal, contracting, and finance on government procurement processes.
Support pilots, trials, and early deployments that convert into long-term customers.
Qualifications
5+ years of experience selling to the Department of Defense or broader federal government
Ability to obtain and maintain a TS/SCI security clearance
Proven track record of closing complex government deals and growing accounts
Deep familiarity with DoD acquisition processes, budgeting, and contracting pathways
Strong ability to communicate technical and data-driven value to non-technical stakeholders
Excellent executive presence and written / verbal communication skills
Comfortable operating in ambiguity and fast-moving startup environments
Passion for defense, national security, and mission-driven work
Bonus:
Experience selling data platforms, SaaS, or analytics products
Existing DoD network across Services, Combatant Commands, or acquisition offices
Experience working with pilots, OTAs, or alternative acquisition pathways
Active or prior security clearance
What Success Looks Like
Revenue targets are consistently met or exceeded
DoD customers clearly understand and rely on Obviant’s value
Sales cycles are well-managed, predictable, and well-communicated
Customers expand usage and become long-term partners
Internal teams trust sales inputs and value the partnership
Our Working Style – Why We Might Work Well Together
You care about government & are mission-oriented — Our work is important, and is critical to improving a system that impacts us all.
Perseverance and endurance — Hard problems are worth solving, and solving them can take a long time. There is no such thing as exhausting all options; it’s just time to look for new ones.
Empowerment > micro-management — We’re building a culture of high performers. Our job is to equip them with what they need and eliminate roadblocks. We trust judgment, skills, and experience.
We’re collaborative and communicate well — Constructive dialogue that takes all viewpoints into account is how we get to the right decisions. Respect, trust, and transparency are essential.
You’re really good at what you do… but it speaks for itself — High output, no ego.
You don’t mind change and are comfortable with uncertainty — We are deliberate about goals, but flexible in how we get there. We move fast, iterate, and learn constantly.
Work doesn’t feel like “work” to you — We’re passionate about what we’re building and devote real time to it, while maintaining personal balance in whatever way works best for you.
You like to move fast and have a bias toward action — Our roadmap is directional; urgency matters.
Integrity is never negotiable — Transparency, honesty, and respect come above all else.
Benefits & Structure
We’re a tight-knit team headquartered in Arlington, VA. We work in the office together most days and believe being in the same place is a competitive advantage.
Flexible schedule
Competitive compensation + meaningful commission and equity
Flexible vacation time
Full health, dental, and vision insurance
Ownership in a massive, mission-critical opportunity
And more…