Account Executive - Department of Defense

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.

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.