Senior Account Executive, DoW

The company is a fast-growing Series A startup bringing clarity to one of the world’s most complex business landscapes. We’re building the go-to intelligence platform for navigating global supply chains and China-related risk—revealing the networks, relationships, and financial ties behind companies so our customers can see connections, remove obstacles, and make confident decisions.

Backed by Sequoia Capital and Harpoon Ventures, our team includes a two-time Pulitzer Prize–winning journalist and senior engineers from Google, Twitter, and Oracle. We launched just three years ago and already have strong traction with top-tier government customers—and we’re just getting started. If you’re excited to make global systems more transparent and secure, now’s the perfect time to join us.

ABOUT THE ROLE

As a Senior Account Executive at the company, you’ll drive new business growth across the federal government and its broader ecosystem. Reporting to the Head of Federal Sales, you’ll work closely with leadership to shape our go-to-market strategy, accelerate revenue, and help refine our product. This is a hands-on, high-impact role ideal for someone excited to grow with a fast-moving startup and take on a broad set of responsibilities.

WHAT YOU'LL DO

• Run point on our U.S. Department of War new business sales efforts, overseeing and expanding our Department of War portfolio.

• Build and execute a targeted new business territory strategy: territory mapping, target accounts, key stakeholders, prospecting, contract vehicles, and pipeline generation and ongoing management.

• Run the full sales cycle independently—from cold outreach and discovery to tailored demos, contract negotiations, and closing—without dedicated SDR or Solutions Engineer support.

• Exceed your quota through disciplined qualification and deal execution, delivering accurate pipeline forecasting.

• Develop deep fluency in the customer mission space and evolving geopolitical landscape – e.g. sanctions, export controls, federal regulations, and emerging risks – to deliver credible, high-context customer conversations.

• Tailor positioning and demos to agency-specific priorities and use cases (e.g. strategic competition, economic I&W, target development, illicit network mapping, counterintelligence, dual-use technology oversight, supply chain illumination).

• Build reusable sales content – case studies, one-pagers, demo scripts–that showcases the company’s platform to support pipeline growth and speed up the sales progression.

• Partner with customer success on cross-selling and upsell opportunities where sales involvement is required.

• Collaborate with the Head of Federal Sales to map our addressable market, and plan and execute our sales approach.

WHAT WE'RE LOOKING FOR

• 10+ years of full-cycle sales experience, consistently achieving or exceeding new business quotas, including over 5+ years of demonstrated success selling to Federal DoW/DoD and Intelligence agencies.

• Experience navigating complex government contracting processes.

• Generate sustained interested and pipeline growth among defense customers and prospects.

• Solve complex challenges independently and collaboratively in a fast-changing, ambiguous environment.

• Craft clear, persuasive communications tailored to diverse audiences, enhancing stakeholder engagement and deal progression.

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WHAT YOU'LL LOVE ABOUT the company

At the company, you'll do high-impact work that helps shape the global economy and power competition. We’re a mission-driven team with a growth mindset—curious, collaborative, and unafraid to take on bold challenges. You’ll be empowered to act, heard when you speak, and supported as you grow. With strong market momentum and ambitious goals, this is an exciting time to join us and help build something that truly matters.

BENEFITS & PERKS

At the company, we care deeply about our team and are committed to supporting your well-being—both in and out of the workplace. Here’s how we take care of our employees:

• Competitive compensation including salary, equity, and rapid growth potential

• 100% company-paid Medical, Dental, and Vision coverage for employees

• FSA, HSA, and 401(k) options to help you plan for healthcare expenses and retirement

• Generous paid time off plus company-wide holidays to help you rest and recharge

• Pre-tax commuter benefits to help you save on transit and parking

• Hybrid office schedule designed to give you flexibility while staying connected with your team