Obviant
Technology
AccountExecutive,Commercial
Neural analysis suggests this role is
optimal for Senior candidates.
“Account Executive, Commercial at Obviant. Skills: Pipeline management, Relationship building, ROI translation. Own full sales cycle for DIB accounts. Build and manage healthy pipeline”
What You'll Achieve.
Exceeding revenue targets; New-logo production; Deal count; Typical ACV; Quota attainment
Industry & Context.
What They're Looking For.
Must Have
5 to 7 years B2B sales experience, Selling directly into Defense Industrial Base, Exceeding revenue targets, Manage multi-threaded sales cycles, Pipeline management and forecasting discipline, Operating with high autonomy and accountability
Nice to Have
Early GTM hire at a startup, Existing relationships across DIB, Background in defense acquisition, Background in government contracting, Background in national security markets
What You'll Do.
Own full sales cycle for DIB accounts
Build and manage healthy pipeline
Develop deep relationships
Translate platform capabilities into ROI
Partner with Mission Success team
Bring field intelligence back to product
Build and iterate on messaging
Build and iterate on outbound sequences
Build and iterate on sales plays
How You'll Work.
Team & Collaboration
Partnership with Government GTM function; Coordinate on accounts; Work directly with founders; Short line to product; Partner with Mission Success team
Communication Scope
Engage BD VP; Engage capture manager; Engage CEO
Full Job Description
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, competit
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