Solution Leader

Job description

**About Virtualitics** Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. Founded on a decade of Caltech research in partnership with NASA/JPL, we are led by scientists, strategists, and servicemembers united by a single mission: to solve the world’s most complex, mission-critical challenges with AI. Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent-driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves. If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here. ### What We Are Looking For **Location:** Washington, DC area preferred; willing to travel onsite to customer locations *This position will work on Army projects related to the Department of War and/or the Intelligence Community. You must be authorized to work in the US without sponsorship with the ability to obtain a security clearance, which is issued by the U.S. government. U.S. citizenship is required by the DoW and IC for security clearance.* **\*Secret clearance required, TS-SCI preferred** **What You Will Be Doing** - Own the end-to-end customer relationship for one or more defense or intelligence accounts, serving as the primary Virtualitics point of contact for customer leadership and end users - Drive adoption of Virtualitics Readiness AI solutions by deeply understanding the customer’s mission, operational workflows, and pain points, then translating those into actionable platform use cases - Lead tactical-level engagements with end users to facilitate knowledge transfer, product adoption, and mission integration - Work alongside engineering, data science, and product teams to ensure Virtualitics capabilities are operationally effective and interoperable within the customer’s ecosystem - Deliver training and onsite support for a wide variety of defense end users, from analysts and operators to senior leadership - Own customer OKR tracking and health scoring, ensuring delivery milestones align with success criteria and product roadmap commitments - Capture customer issues, RFIs, and feature requests and relay them to the broader Virtualitics teams, serving as the voice of the customer for product prioritization - Predict and forecast potential use cases; identify innovative methods by which customers can expand their use of Virtualitics to solve additional mission challenges - Manage customer relationships by organizing site visits, coordinating discovery sessions, conducting demos, creating documentation and briefing materials - Guide customers through stage-gate delivery milestones from solution architecture through IOC and FOC - Provide regular status reporting to customer stakeholders and internal Virtualitics leadership ### What We Are Looking For - Demonstrated experience delivering technology solutions to Department of War or Intelligence Community customers - Strong understanding of military or government operational environments, including chain of command, acquisition processes, and organizational culture - Proficient in communicating and collaborating with personnel across all organizational levels, from technicians and operators to general officers and senior executives - Able to translate complex technical capabilities into clear, actionable insights aligned with customer mission objectives - Strong leadership skills and a track record of delivering results in high-stakes, operationally demanding environments - Excellent communication skills across formats: customer conversations, executive presentations, written proposals, and technical documentation - Ability to work independently and autonomously in a fast-paced environment, often as the senior Virtualitics representative at a customer location - Must be able to obtain and maintain a Secret security clearance (U.S. citizenship required) ### What Are Our Preferred Requirements - Bachelor’s degree preferred; advanced degree a plus - Active TS-SCI clearance - Prior military service as an officer, senior NCO, or senior civilian is highly valued - Experience in enterprise software, AI/ML, or data analytics delivery ### What Are Some Valued Skills - Domain expertise in one or more defense operational areas such as logistics, supply chain, intelligence analysis, readiness, weapons systems, or sustainment - Experience navigating complex government organizational structures and fostering cross-departmental relationships - Commercial experience in SaaS customer success, consulting, or professional services - Familiarity with agile delivery methodologies and working in classified or accredited environments - Experience with use case discovery, solution architecture, and customer adoption frameworks