Department of Defense Account Executive

As a Department of Defense Account Executive, you will drive the adoption of Filevine's agentic AI capability across DOD and the broader national-security community. You will own the full sales cycle as a quota-carrying individual contributor, speak the operational and acquisition language of DOD fluently, and navigate its distinct procurement environment to move fast where others stall. In collaboration with Sales Engineering, Product, and GTM, you will help define Filevine's defense go-to-market while maintaining the highest standards of security. We are building a small, elite team to attack this market, and this role is at the center of it.

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