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Posted 5 hours ago
Account Executive, Commercial
ObviantAccount Executive, Commercial
Perks & benefits
Health InsuranceMedical InsuranceCommissionVisa
Requirements
5-7 years B2B sales experience, Experience selling to Defense Industrial Base, Track record of exceeding revenue targets, Knowledge of defense capture strategy, Multi-threaded sales cycle management
Skills
SalesAccount Management
About the role
About the Company
Obviant has built the data source of truth and AI tools for defense acquisition. We fuse information from thousands of sources to provide a cohesive picture of budget, programs, and organizations. We are growing fast, backed by top-tier funds, and supported by national security veterans.
Responsibilities
- Own the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewal
- Build and manage a healthy pipeline aligned with commercial growth targets
- Develop deep relationships with business development leaders, capture managers, and C-suite executives
- Translate platform capabilities into clear ROI for defense contractors
- Partner with the Mission Success team to ensure smooth handoffs and retention
- Bring field intelligence back to product and engineering to shape the roadmap
- Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment
Requirements
- 5 to 7 years of B2B sales experience
- Experience selling directly into the Defense Industrial Base (prime contractors or Tier 1/2 subcontractors)
- Proven track record of exceeding revenue targets in complex-sale environments
- Deep familiarity with defense contractor workflows, including competitive intelligence and capture strategy
- Ability to manage multi-threaded sales cycles with multiple stakeholders
- Strong communication skills and presence for engaging executive leadership
- Detail-oriented pipeline management and forecasting discipline
- Ability to operate with high autonomy in an early-stage environment
Preferred Qualifications
- Experience as an early GTM hire at a startup
- Existing relationships across the DIB, including BD leads and capture teams
- Background in defense acquisition, government contracting, or national security markets
Benefits
- Competitive base salary
- Variable compensation with uncapped upside
- Meaningful equity stake
- Health, dental, and vision coverage
- Flexible, high-autonomy work environment
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Obviant · Arlington
