Strategic Account Exec - DOD - Air Force

📋 Description

• • Unstructured is at the forefront of the Artificial Intelligence revolution, pioneering the industry's leading ETL solution specifically designed for Large Language Models (LLMs). In a remarkably short period, we have secured over $65 million in funding from a distinguished roster of top-tier AI investors, including Menlo Ventures, Madrona, Bain Capital Ventures, Shield Capital, Nvidia, Microsoft, Databricks, MongoDB, and IBM. Our open-source technology has achieved widespread adoption, with over 61 million downloads in the past year alone, and is a critical component for more than 80,000 companies, including a staggering 90% of the Fortune 1000. Our core mission is to democratize access to actionable intelligence, enabling businesses and the U.S. Government (USG) to unlock the full potential of their human-generated data, encompassing text, images, and a myriad of other unstructured formats.
• • As a Strategic Account Executive focused on the Department of Defense (DOD), you will be instrumental in driving the adoption and expansion of Unstructured's cutting-edge solutions within this vital sector. This role demands a proactive and strategic approach to identifying, cultivating, and closing significant opportunities within the DOD. You will be the primary point of contact for key government stakeholders, responsible for understanding their unique challenges, translating complex technical capabilities into tangible business value, and architecting solutions that align with their strategic objectives and mission requirements.
• • Your responsibilities will encompass the full sales cycle, from prospecting and lead generation to negotiation and closing deals. This includes developing and executing comprehensive strategic account plans tailored to specific DOD agencies and branches. You will need to build and maintain strong, trusted relationships with high-level decision-makers, program managers, technical leads, and procurement officials. A deep understanding of the DOD's procurement processes, budget cycles, and technology adoption trends is paramount.
• • You will act as a trusted advisor, educating potential clients on how Unstructured's platform can address their most pressing data challenges, enhance their AI/ML initiatives, and ultimately improve mission effectiveness. This involves conducting compelling product demonstrations, delivering persuasive presentations, and articulating the return on investment (ROI) of our solutions in the context of national security and defense objectives.
• • Collaboration will be key. You will work closely with Unstructured's technical pre-sales teams, product management, and leadership to ensure that customer needs are accurately understood and that our solutions are effectively positioned. You will also be responsible for gathering market intelligence, providing feedback to the product team on evolving DOD requirements, and identifying new market opportunities.
• • This role requires a significant commitment to customer engagement, involving travel of 30% or more to meet with clients, attend industry events, and participate in key government forums. The ability to navigate complex organizational structures and build consensus among diverse stakeholders is essential for success.
• • Success in this position will be measured by your ability to consistently meet and exceed ambitious revenue targets within the DOD sector, expand Unstructured's footprint within existing accounts, and secure new logos. You will be a key contributor to Unstructured's growth trajectory and its mission to empower the USG with advanced data intelligence capabilities.
• • This is an exceptional opportunity for a seasoned sales professional with a passion for technology and a proven ability to succeed in the complex and rewarding government contracting landscape. If you are driven, results-oriented, and possess a deep understanding of the DOD, we encourage you to apply and help shape the future of AI in defense.