Account Executive, Defense (Orlando, FL)

Schemata • Orlando, FL

5d

About The Position

Schemata is seeking an Account Executive to grow its Army training and simulation business and develop an opportunity in autonomy test and evaluation. The company has a contract vehicle, a presence in the Orlando ecosystem, and early traction. The Account Executive will build relationships and funded requirements across Army program offices, map funding paths, prepare statements of work and cost volumes, and turn opportunities into orders and expansion. The role works closely with the forward deployed engineering team to scope solutions, ensure accurate delivery handoffs, and remain involved through delivery. The Account Executive is also expected to maintain accurate CRM records and report deal status honestly. The position is based in the Orlando area.

Requirements

• Experience selling into or working in the Army's simulation, test, and training program offices.
• Based in the Orlando area.
• Fluency in Army acquisition and Other Transaction Authority (OTA) processes.
• Ability to explain the funding path on a past deal.
• Ability to write a statement of work and a cost volume.
• Familiarity with pricing structures such as subscription plus usage plus services.
• U.S. citizenship and ability to obtain and maintain a security clearance, or an active clearance.

Nice To Haves

• Ability to extend from training and simulation into autonomy test and evaluation and beyond.
• Existing relationships with program offices that buy simulation or autonomy testing.
• Military or Department of War (DoW) background, veteran or civilian.
• Active security clearance.

Responsibilities

• Build sponsors and funded requirements across Army program offices, from initial conversations through orders and expansion.
• Map each pursuit's funding path, including money type, budget line, funding document, signer, contract vehicle, and expected time to obligation.
• Write statements of work and cost volumes for pursuits.
• Develop an autonomy test-and-evaluation opportunity from a named champion to a first task order.
• Engage with the Orlando training and simulation community, including program offices, contracting offices, and industry teams.
• Scope solutions with the forward deployed engineering team, provide an accurate delivery handoff, and stay involved through delivery.
• Maintain current CRM records and report deal status accurately.

Benefits

• Meaningful equity stake in a high-growth, venture-backed defense technology startup.
• Medical, dental, and vision insurance.
• Competitive salary reflecting experience and track record.
• 401(k) plan.
• Paid parental leave.
• High visibility and real impact through collaboration with engineers and researchers in a high-ownership environment.

What This Job Offers

• Job Type: Full-time
• Education Level: No Education Listed