Sr Sales Director - FSI & Defense Industrial Base

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. # **Position Overview** Virtualitics is seeking a Senior Sales Director to lead the FSI and Defense Industrial Base territory. This frontline leadership role owns the territory strategy, team quota, pipeline creation, forecast accuracy, and execution across named strategic integrators and defense companies. The Senior Sales Director will build and scale three complementary growth motions: sell-to opportunities for an FSI or DIB customer's internal use; sell-through opportunities in which Virtualitics supports a customer program led by an integrator or prime; and embedded or OEM opportunities in which Virtualitics becomes part of a partner's repeatable solution, offering, or contract vehicle. The ideal candidate is a hands-on leader who can translate mission priorities into funded AI use cases, build executive relationships across corporate and program leadership, and coach Account Executives through complex, multi-party federal sales cycles. # **Territory Scope** - Own the assigned portfolio of named FSIs, defense primes, and strategic DIB accounts, including account segmentation, coverage, whitespace analysis, and prioritization. - Develop account strategies that connect corporate priorities, program portfolios, recompetes, contract vehicles, IRAD investments, and government mission demand to Virtualitics use cases. - Create clear rules of engagement across direct government, FSI, partner, and DIB teams to protect account ownership, avoid channel conflict, and maximize total revenue. - Establish repeatable sell-to, sell-through, and embedded/OEM plays that can scale across programs, business units, and customer portfolios. ### Key Responsibilities ## **Revenue, Pipeline & Forecast Leadership** - Own and exceed the FSI/DIB team quota and assigned bookings, ARR, and pipeline targets. - Build sufficient qualified pipeline coverage through disciplined territory planning, executive engagement, partner-led demand creation, and targeted capture activity. - Run weekly forecast, pipeline, and deal-inspection cadences; ensure CRM accuracy, clear next steps, validated close dates, and evidence-based stage progression. - Personally engage in high-value and late-stage pursuits to remove blockers, align executives, shape commercial strategy, and drive opportunities to closure. - Maintain a balanced portfolio of near-term transactions, strategic expansions, and longer-term programmatic opportunities. ## **FSI & DIB Market Execution** - Build senior relationships with corporate executives, business-unit leaders, program executives, capture leaders, solution architects, innovation teams, and contracts and procurement stakeholders. - Position Virtualitics against mission and business outcomes, including readiness, logistics, sustainment, maintenance, supply chain, workforce, and operational planning use cases. - Identify where Virtualitics can strengthen active programs, upcoming recompetes, proposals, IDIQ task orders, pilots, and internally funded innovation efforts. - Develop joint account plans, solution narratives, value propositions, and pursuit plans with strategic integrators and primes. - Navigate teaming agreements, subcontracts, reseller structures, OEM arrangements, procurement pathways, security requirements, data rights, and federal acquisition timelines. - Create durable relationships that generate repeatable access to government customers and programs rather than one-off partner transactions. ## **Team Leadership & Talent Development** - Hire, onboard, coach, and retain a high-performing team of quota-carrying Account Executives aligned to named FSI/DIB accounts. - Set measurable expectations for prospecting, executive engagement, account planning, pipeline creation, qualification, forecast accuracy, and revenue delivery. - Conduct structured one-on-ones, account reviews, deal reviews, and performance inspections; address gaps early with clear coaching and accountability. - Develop sellers who can operate across commercial, technical, mission, capture, and contracting stakeholders in complex partner-led sales motions. ## **Cross-Functional GTM Leadership** - Lead the operating cadence across Account Executives, Business Development, Solution Engineering, Customer Success, Marketing, Product, Programs, Government Affairs, advisors, and executive sponsors. - Partner with Product and Solution Engineering to translate customer and program requirements into differentiated, scalable solution packages and demonstrations. - Coordinate with Customer Success to drive adoption, measurable outcomes, references, renewals, and expansion within strategic accounts and programs. - Provide leadership with actionable market intelligence on partner priorities, funded programs, acquisition paths, competitors, and emerging demand signals. ### Qualifications - 10+ years of federal, defense, enterprise software, data, analytics, or AI sales experience, with at least 5 years leading quota-carrying teams. - Demonstrated success building and executing FSI and/or DIB territory strategies and exceeding significant team quotas. - Proven experience with sell-to, sell-through, co-sell, subcontract, reseller, or embedded/OEM motions involving major integrators or defense primes. - Strong understanding of federal program lifecycles, capture and proposal processes, government acquisition, contract vehicles, funding, security, and compliance considerations. - Track record selling complex AI, analytics, data platforms, SaaS, or enterprise software through long, multi-stakeholder buying cycles. - Executive presence and credibility with senior customer, partner, program, technical, contracts, and procurement leaders. - Ability to travel as required to customer, partner, and company locations. - Existing relationships across priority FSIs and defense primes are strongly preferred. - DoW Secret clearance preferred ### Success in This Role Looks Like - The FSI/DIB team consistently achieves or exceeds quota with a credible, inspection-ready forecast. - Each priority account has an actionable strategy, executive relationship map, qualified opportunity portfolio, and measurable pipeline-creation plan. - Virtualitics is incorporated into funded customer programs, partner solutions, proposals, recompetes, and repeatable offerings. - The territory produces a balanced mix of sell-to, sell-through, and embedded revenue with clear ownership and limited channel conflict. - Account Executives improve in performance, judgment, pipeline generation, deal execution, and leadership readiness. - Cross-functional teams operate against aligned priorities, roles, timelines, and customer outcomes.