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Own the full sales cycle for the Defense Industrial Base segment, focusing on prime contractors and subcontractors. Partner with government GTM and product teams to drive revenue and influence the product roadmap based on field intelligence.
Requires 5 to 7 years of B2B sales experience specifically selling into the Defense Industrial Base with a proven track record of exceeding revenue targets. Must possess deep familiarity with defense acquisition workflows and the ability to manage complex, multi-threaded sales cycles.
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.
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.
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
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.
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
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
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
Obviant is simplifying defense acquisition with data intelligence
Obviant unifies national security acquisition data—from requirements and budgets to contracts and vendors—into real-time, source-backed insights that speed decisions and delivery.
Offices: Washington, D.C., US
Based on 547 listings with disclosed salaries, most software jobs in Arlington, VA pay between $95k–$208k per year. Individual offers vary with seniority, company size, and specialization.
There are currently 786 open software positions in Arlington, VA listed on Clera. New openings are added daily as companies post roles.
Companies currently hiring include Amazon, CoStar Group, Booz Allen Hamilton, Accenture Federal Services, Innovative Defense Technologies (IDT), among others. Browse the listings above to see every active employer.
Yes — 294 of the 786 open software positions offer remote or hybrid work (96 remote, 198 hybrid).
Each listing links directly to the employer's application page. Apply early — fresh listings get the most recruiter attention in the first two weeks.
