Senior Account Executive – U.S. Intelligence Community

Please note:

*** Up to 25% travel, plus regular local customer meetings throughout the NCR.

*** This is a field-based, remote role for candidates based in the National Capital Region.

*** Active Top Secret clearance with current SCI eligibility required.

***U.S. citizenship required.

As a Senior Account Executive, you will translate U.S. Intelligence Community mission needs into high-value AI use cases and funded, operational deployments. You will build trusted customer relationships, develop new accounts, and drive adoption of Legion’s agentic AI solutions across the IC.

What you will do:

• Own the full sales lifecycle for assigned IC accounts, from territory planning and prospecting through capture, award, deployment, renewal, and expansion.
• Develop account strategies aligned with customer missions, operational priorities, funding cycles, acquisition paths, contract vehicles, and security requirements.
• Build trusted, multi-threaded relationships across mission, technical, acquisition, contracting, security, and executive stakeholders.
• Lead customer discovery, briefings, demonstrations, workshops, and business-case development, translating Legion’s capabilities into mission-specific value.
• Secure and advance evaluations, pilots, exercises, and innovation programs with clear success criteria, sponsorship, funding, and a path to operational deployment.
• Shape capture and acquisition strategies, including RFIs and solicitations, teaming, proposals, pricing, negotiation, and contract-vehicle strategy.
• Coordinate with internal Engineering, Product, Delivery, Customer Success, Marketing, and Partnership teams to ensure viable opportunities and successful deployments.
• Build repeatable IC sales plays and maintain accurate Salesforce data, pipeline visibility, and forecasts.

What you bring:

• 7+ years selling enterprise software, data platforms, AI/ML solutions, or other complex technologies to federal or national-security customers, including direct IC experience. Equivalent military or civilian government experience may be considered.
• Deep understanding of IC missions, operational priorities, funding, acquisition processes, and security requirements.
• Demonstrated success building senior relationships and originating, shaping, negotiating, and closing complex opportunities.
• Experience navigating federal procurement, including RFIs, RFPs, contract vehicles, teaming arrangements, pricing, and award.
• Strong account planning, opportunity qualification, pipeline management, forecasting, and CRM skills.
• Working knowledge of AI/ML, generative AI, and agentic systems, with the ability to communicate their value, requirements, and limitations to technical and mission audiences.
• Exceptional communication, executive presence, judgment, organization, and relationship-building skills.
• High ownership, resilience, and comfort operating in a fast-moving environment where the go-to-market model is still being built.
• Current Top Secret eligibility and ability to obtain and maintain SCI access required.
• U.S. citizenship required.
• This is a field-based, remote role for candidates residing in the National Capital Region. Regular in-person customer engagement throughout Washington, D.C., Northern Virginia, and Maryland are expected.
• Willingness to travel up to 25%, in addition to regular local customer meetings throughout the NCR.

Bonus Points:

• Experience converting AI, data, or emerging-technology pilots into production deployments and account growth.
• Established relationships and credibility across IC mission, acquisition, modernization, and industry organizations.
• Federal capture and proposal experience, including teaming, win themes, contract vehicles, and price-to-win activities.
• Experience selling or delivering software in classified environments.
• Prior IC, military, or federal acquisition experience.
• Hands-on experience with AI/ML, data platforms, software development, or solution architecture.
• Current CI-scope or full-scope polygraph.

This is a rare opportunity for a mission-driven seller-builder to take ownership of a greenfield IC territory with early customer traction and an active pipeline already in motion. You will have the autonomy to shape the strategy, build the playbook, open and expand strategic accounts, and carry opportunities from the first mission conversation through funded deployment and growth. If you are energized by creating structure where none exists and being accountable for both mission impact and commercial results, this is your chance to build an enduring business while helping customers apply Legion’s agentic AI to their most consequential challenges.