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Account Executive, Commercial

Obviant· GTM
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Hybrid (Arlington)Full-timePosted 4mo ago

About the role

Account Executive role focusing on the Defense Industrial Base (DIB) within the commercial defense market, partnering with Government GTM and owning the full sales cycle from prospecting to renewal.

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 Obviant's commercial growth targets
  • Develop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial base
  • Translate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entry
  • Partner with our Mission Success team to ensure smooth handoffs and strong retention in your book of business
  • Bring field intelligence back to product and engineering. Your conversations shape our roadmap
  • Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment

Qualifications

  • 5 to 7 years of B2B sales experience, with a meaningful portion selling directly into the Defense Industrial Base (prime contractors, Tier 1/2 subcontractors, or defense-adjacent commercial firms)
  • Demonstrated track record of exceeding revenue targets in a consultative, complex-sale environment. You should be able to speak clearly to your own individual new-logo production — deal count, typical ACV, and quota attainment — separate from any team you managed or supported
  • Deep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy, so you understand the workflows Obviant improves
  • Ability to manage multi-threaded sales cycles with multiple stakeholders across business development, competitive intelligence, finance, and executive leadership
  • A clear point of view on who owns the Obviant buying decision inside a target account — BD VP, capture manager, competitive intelligence lead, or some combination — and how you’ve been able to get to that person previously
  • Strong communication and presence. You can credibly engage a BD VP, a capture manager, and a CEO in the same week
  • Detail-oriented pipeline management and forecasting discipline
  • Comfortable operating with high autonomy and accountability in a fast-moving, early-stage environment
  • Strong references (upon request) from current and prior roles, including former customers and/or employers.

Skills

Required:B2B salesSales cycle managementRelationship building with C-suite and program managers

Benefits

  • Competitive base salary commensurate with experience
  • Variable compensation tied to bookings, with uncapped upside for strong performers
  • Meaningful equity stake in a well-funded, fast-growing company
  • Health, dental, and vision coverage
  • Flexible, high-autonomy work environment
  • Direct line to founders and real influence on product direction
Last updated Oct 14, 2026. Interested? Apply on the company site.

About Obviant

Decision Edge for Defense Acquisition

Obviant synthesizes defense budget and thousands of sources to deliver decision advantage — whether you’re shaping policy, managing programs, or competing to win.

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