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Account Executive - Department of Defense

Filevine· Sales
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Hybrid (San Francisco, Chicago, Salt Lake City or New York)full-timePosted 2mo ago

About the role

Account Executive role focused on selling Filevine's agentic AI capabilities to the Department of Defense and national-security community; operates as a quota-bearing individual contributor managing the full sales cycle, collaborating with Sales Engineering, Product, and GTM, and ensuring security compliance in a defense go-to-market.

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.
  • Take a leadership role in growing Filevine's DOD presence while maintaining hands-on engagement with your key accounts and proper security protocols.

Qualifications

  • 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.

Skills

Required:Enterprise sales in DOD / national-security spaceAI fluencyRelationship building with mission owners and program offices

Benefits

  • Medical, Dental, & Vision Insurance (for full-time employees)
  • Competitive & Fair Pay
  • Maternity & paternity leave (for full-time employees)
  • Short & long-term disability
  • Opportunity to learn from a dedicated leadership team
  • Top-of-the-line company swag
  • Dynamic, rapidly growing company, focused on helping organizations thrive
Last updated Oct 21, 2026. Interested? Apply on the company site.
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About Filevine

Operating Intelligence for Modern Legal Practice

Empower your law firm with AI-powered legal practice management that lets you chat directly with your case.

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