Account Executive - Government jobs in United States
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Obviant · 4 hours ago

Account Executive - Government

positionArlington, VA
timeFull-time
remoteOnsite
senioritySenior Level
date5+ years exp

Obviant is focused on building a data source of truth and AI tools for defense acquisition. The Account Executive (DoD) will lead revenue growth across Department of Defense customers by managing relationships from initial engagement through close and expansion, ensuring customer needs are met and understood.

Information TechnologyInternetSoftware
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Responsibilities

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
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
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
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

Qualification

DoD sales experienceGovernment deal closingDoD acquisition processesSaaS sales experienceTechnical communicationExecutive presenceWritten communicationVerbal communicationCollaborationAdaptability

Required

5+ years of experience selling to the Department of Defense or broader federal government
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

Preferred

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

Benefits

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…

Company

Obviant

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Obviant is a data intelligence platform to simplify defense acquisition & GTM.
dateFounded in 2021
location
Washington, District of Columbia, USA
people-size11-50 employees
web-link
https://www.obviant.com/

Funding

Current Stage
Early Stage
Total Funding
$7.16M
Key Investors
Shield Capital
2025-07-02Debt Financing
2025-06-24Seed· $7.16M

Leadership Team

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Brendan Karp
Co-founder & CEO
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Dylan Taylor
Co-Founder
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Recent News

Washington Technology
Defense, tech and growth leadership moves across the market
2025-12-06
Business Wire
Obviant Receives a Prototype OT Funded by DIU to Provide Authoritative Data Source of Truth to Accelerate Capability Delivery to the Warfighter
2025-11-04
FinSMEs
Obviant Raises $7.1M in Funding
2025-06-26
Company data provided by crunchbase