Account Executive, Commercial

Account Executive Opportunity at ObviantThe 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 RoleWe'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 DoOwn the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewalBuild and manage a healthy pipeline aligned with Obviant's commercial growth targetsDevelop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial baseTranslate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entryPartner with our Mission Success team to ensure smooth handoffs and strong retention in your book of businessBring field intelligence back to product and engineering. Your conversations shape our roadmapBuild and iterate on messaging, outbound sequences, and sales plays specific to the DIB segmentQualificationsRequired5 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 supportedDeep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy, so you understand the workflows Obviant improvesAbility to manage multi-threaded sales cycles with multiple stakeholders across business development, competitive intelligence, finance, and executive leadershipA 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 weekDetail-oriented pipeline management and forecasting disciplineComfortable operating with high autonomy and accountability in a fast-moving, early-stage environmentStrong references (upon request) from current and prior roles, including former customers and/or employers.Nice to HaveExperience as an early GTM hire at a startup, building a segment from scratchExisting 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 plusBackground in defense acquisition, government contracting, or national security marketsOur Working StyleMission orientation: the work matters, and we want teammates who feel that weightHigh ownership: you'll run your segment and can expect autonomy and accountability in equal measureDirectness: we communicate with candor and assume good intentBuilder's mindset: we move fast and expect you to shape how we go to market, not just execute a handed-down playbookBias toward action: we'd rather move and course-correct than wait for perfect informationCompensation and BenefitsCompetitive base salary commensurate with experienceVariable compensation tied to bookings, with uncapped upside for strong performersMeaningful equity stake in a well-funded, fast-growing companyHealth, dental, and vision coverageFlexible, high-autonomy work environmentDirect line to founders and real influence on product direction