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Virginia, United States
Hybrid
About Obviant
The defense market is surging, but the data that drives it hasn't kept up. Companies, government, and investors are forced to perform heavily manual processes and piece together hundreds of disparate sources to make decisions.
Obviant has built the data source of truth and AI tools for defense acquisition. We fuse information from thousands of sources (structured and unstructured) to provide a cohesive picture of budget, programs, the organizations running them, and much more. We already have high customer satisfaction at top-tier customers, we’re growing fast, backed by top-tier funds, and supported by national security veterans and technology industry advisors.
The Role
We're hiring an Account Executive to own the commercial defense market, specifically the Defense Industrial Base (DIB). You'll work in close partnership with our Government GTM function, sharing intelligence, coordinating on accounts where government and commercial interests intersect, and leveraging Obviant's existing presence to open doors faster.
Your focus is on prime contractors, subcontractors, and defense-adjacent commercial companies that rely on intelligence to find, win, and grow their defense business — including defense consultants and lobbyists who advise on acquisition strategy and budget positioning. You’ll own the full sales cycle for this segment and work directly with our founders, with a short line to product to influence the roadmap based on what you hear in the field.
What You'll Do
Own the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewal
Build and manage a healthy pipeline aligned with Obviant's commercial growth targets
Develop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial base
Translate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entry
Partner with our Mission Success team to ensure smooth handoffs and strong retention in your book of business
Bring field intelligence back to product and engineering. Your conversations shape our roadmap
Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment
Qualifications
Required
5 to 7 years of B2B sales experience, with a meaningful portion selling directly into the Defense Industrial Base (prime contractors, Tier 1/2 subcontractors, or defense-adjacent commercial firms)
Demonstrated track record of exceeding revenue targets in a consultative, complex-sale environment. You should be able to speak clearly to your own individual new-logo production — deal count, typical ACV, and quota attainment — separate from any team you managed or supported
Deep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy, so you understand the workflows Obviant improves
Ability to manage multi-threaded sales cycles with multiple stakeholders across business development, competitive intelligence, finance, and executive leadership
A clear point of view on who owns the Obviant buying decision inside a target account — BD VP, capture manager, competitive intelligence lead, or some combination — and how you’ve been able to get to that person previously.
Strong communication and presence. You can credibly engage a BD VP, a capture manager, and a CEO in the same week
Detail-oriented pipeline management and forecasting discipline
Comfortable operating with high autonomy and accountability in a fast-moving, early-stage environment
Strong references (upon request) from current and prior roles, including former customers and/or employers.
Nice to Have
Experience as an early GTM hire at a startup, building a segment from scratch
Existing relationships across the DIB, including BD leads, capture teams, and competitive intel functions; relationships with defense consultants or lobbyists who advise on acquisition and budget strategy are a meaningful plus
Background in defense acquisition, government contracting, or national security markets
Our Working Style
Mission orientation: the work matters, and we want teammates who feel that weight
High ownership: you'll run your segment and can expect autonomy and accountability in equal measure
Directness: we communicate with candor and assume good intent
Builder's mindset: we move fast and expect you to shape how we go to market, not just execute a handed-down playbook
Bias toward action: we’d rather move and course-correct than wait for perfect information
Compensation and Benefits
Competitive base salary commensurate with experience
Variable compensation tied to bookings, with uncapped upside for strong performers
Meaningful equity stake in a well-funded, fast-growing company
Health, dental, and vision coverage
Flexible, high-autonomy work environment
Direct line to founders and real influence on product direction
Our Principles
We live these every day. If they don't sound like you, this won't be a fit and we'd both rather know now.
Impact. Our work matters. We take a lot of pride in building to advance mission outcomes.
Overdeliver. We go above and beyond in everything we do - creating products and serving our users
Hustle. We get stuff done, no matter what it takes.
Empathy. Our users’ problems are our own. We don't push products, we solve problems.
Humility. We’re not afraid to admit what we don’t know. Our job is to listen and grow.
Integrity. Transparency & respect above all else. It’s non-negotiable, even when it isn't easy
Benefits & Structure
We’re a tight-knit team headquartered in Arlington, VA. We work in the office together most days, and believe being in the same place is a competitive advantage.
Flexible schedule - We all have other things going on in our lives. Doctor visits, kids’ activities, dog walks - take care of it whenever you have to. And work from home when you need to.
Sizeable equity - We’re building something with massive upside potential, and you’ll have ownership in that. This is ours.
Flexible vacation time - Use what you want, as long as you’re taking care of what needs to get done.
Full health, dental, and vision insurance.
To apply, visit obviant.com/careers
Obviant is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
