Account Executive

Armaments Research Company•Ashburn, VA

13h

About The Position

Armaments Research Company (ARC) is a technology company that provides real-time situational awareness and battlefield logistics capabilities to warfighters. Its ARC AI-Enabled Weapons Sensor (AEWS) collects and transmits tactical data to the cloud to support battlefield awareness and operational insights. ARC technologies were developed in partnership with DARPA and the National Science Foundation and use IoT technology and machine learning. ARC is seeking a motivated Account Executive to win and grow customers across the joint force. Reporting to the VP of Growth, the Account Executive owns a portfolio of accounts and opportunities, guiding customers from initial conversations through demonstrations and contracts, and helping convert pilots and exercises into repeat business. The role is suited to a curious, persistent seller with a couple of years of B2B sales experience who is interested in defense technology. Military service is not required; ARC will provide training on the acquisition landscape and culture. The position requires access to restricted information and facilities protected under U.S. laws and regulations, including NISPOM. Employment offers are conditioned on any required authorization to access restricted information and facilities. U.S. citizenship must be verified, and the successful candidate must be eligible to obtain necessary access to classified information and facilities.

Requirements

At least 2 years of B2B sales, business development, or customer-facing account management experience.
A track record of generating pipeline, closing deals, or meeting targets.
Strong written and verbal communication skills, including comfort presenting to technical and non-technical audiences.
Experience with a CRM such as HubSpot, Salesforce, or similar, and good pipeline discipline.
Self-starter who is organized, persistent, and coachable.
Willingness to travel 20–30% to customer sites, exercises, and events; schedules will be shared as far in advance as possible.
U.S. citizenship, verified to meet federal government security screening requirements.
Eligibility to obtain access to classified information and facilities necessary for the position.

Nice To Haves

Experience selling technology, hardware, or complex solutions.
Exposure to government, defense, public-sector sales, or federal contracting.
Familiarity with SBIR/STTR, OTAs, or other defense acquisition pathways.
Bachelor’s degree in business, communications, a technical field, or equivalent experience.
Active or previously held security clearance.

Responsibilities

Identify and research target units, commands, program offices, and prime contractor partners that could benefit from ARC technology.
Build and manage outreach through calls, emails, introductions, and follow-ups.
Develop an understanding of customers’ missions, budgets, and decision-makers to support specific and credible conversations.
Qualify opportunities and bring appropriate opportunities to the VP of Growth and executive team.
Own opportunities from lead through demonstration, quote, and award, keeping the CRM accurate and current.
Maintain a healthy pipeline and provide clear, honest forecasts of timing and probability.
Track customer funding paths and contract vehicles with the growth and contracts team.
Prepare quotes and pricing packages using approved rates in coordination with Finance and Contracts.
Support product demonstrations, field exercises, and customer events with engineering and field support teams.
Translate customer feedback into clear notes for Engineering and Product.
Build trusted relationships with users, operators, and decision-makers at every level.
Follow up after events to convert interest into next steps.
Support capture planning and proposal work by gathering customer information, tracking deadlines, and drafting sections as directed.
Help build account plans for priority customers.
Share competitive and market intelligence with the growth team.
Work closely with the VP of Growth, CTO and engineering team, program management, and field operations.
Participate in pipeline reviews and weekly growth meetings.
Complete required security, CUI, and export control training and handle sensitive information responsibly.