About the job
Account Executive - Department of Defense
Arlington, VA — Full Time
The defense sector is experiencing significant growth, yet the data supporting it has not advanced at the same pace. As a result, companies, government entities, and investors find themselves relying on labor-intensive methods and piecing together numerous disparate sources to inform their decisions. Obviant is dedicated to developing a reliable data source and AI-powered tools for defense acquisition to address this challenge. We integrate information from thousands of sources—both structured and unstructured—to create a unified view of budgets, programs, and the organizations managing them. We empower companies navigating go-to-market strategies and program managers developing capabilities with the insights necessary for effective execution. Backed by leading investors and seasoned veterans from the DoD and national security, we are rapidly expanding.
If you share our belief that public sector missions are paramount, we invite you to join our team.
The Role
We are looking for an Account Executive (DoD) to spearhead revenue growth within Department of Defense clients by managing relationships from initial contact through to closing and further expansion. You will collaborate directly with government stakeholders to comprehend their missions, convert complex requirements into clear value propositions, and facilitate the adoption of Obviant as a vital decision-making tool.
This position is ideal for an individual who is highly proficient in navigating the DoD environment, possesses a solid understanding of acquisition and procurement processes, and can adeptly manage lengthy and intricate sales cycles with urgency and accuracy. You will work closely with product, engineering, leadership, and content teams to influence customer outcomes and refine Obviant’s go-to-market strategy.
Responsibilities
Revenue Ownership & Sales Execution
Oversee the entire sales cycle for DoD accounts, from prospecting to closing and renewal.
Create and maintain a robust sales pipeline that aligns with Obviant’s growth objectives.
Ensure consistent execution across prolonged, multi-stakeholder government sales cycles.
Formulate account strategies that encourage land-and-expand adoption within organizations.
Customer & Stakeholder Engagement
Cultivate trusted relationships with program managers, acquisition experts, operators, and senior leadership.
Gain insights into customer needs and objectives to ensure optimal alignment with our offerings.

