Account Exective/Channel Sales
About The Position
Account Executive/Channel Sales ABOUT AAIL American AI Logistics (AAIL) is a defense technology company scaling rapidly. We are at the most consequential moment in our short history — growing from a startup into a full-scale defense technology platform. We move fast, win big, and are looking for driven individuals who want to be part of something that matters. At the core of AAIL's offering is AutoBid — a proprietary AI-powered platform that automates the government bidding process for Federal Value-Added Resellers (VARs) and handles the full RFQ lifecycle. AutoBid isn't a proposal tool. It's an autonomous agent that replaces the inside sales process for government bids. THE OPPORTUNITY We are looking for a hungry, self-motivated Account Executive to join our growing sales team. This is a hunter role — you will build and close your own pipeline, driving new business across the federal and defense market. This is an individual contributor position with no direct reports: we need someone who wants to sell and win, not manage a team. You will hit the ground running, owning your territory end-to-end and helping define the sales motion at a company on the rise.
Requirements
- 5–8+ years of sales or business development experience in a government IT or defense tech role
- A true hunter mentality — you thrive on prospecting, cold outreach, and building pipeline from scratch, not just managing what's handed to you
- Proven track record of hitting or exceeding new-business quota in a competitive environment
- Familiarity with how Federal VARs and OEMs operate — including the bidding process, contract vehicles, and quote-to-proposal workflows
- Self-starter mentality — you don't need hand-holding to build a pipeline; you want to be an individual performer, not a manager
- Strong communicator with the ability to navigate complex sales cycles and senior stakeholders
- Passion for national security, defense technology, and mission-driven work
Nice To Haves
- Startup experience — you've worked at a startup before and know how to operate with limited structure, move fast, and build your own process
- GovCon Sales — You have sold into the government contracting space, and understand how agencies, primes, and contract vehicles work.
- VAR/Distribution — You have worked at a government-focused VAR or distributor and have established relationships with Federal VARs, OEMs, and distribution partners across the ecosystem.
- Existing relationships with federal/defense-focused resellers, integrators, distributors, or OEMs
Responsibilities
- Prospect and build a pipeline of net-new opportunities within the federal and defense sectors — this is a hunting role, not a farming role
- Identify, qualify, and close new business with Federal VARs and OEMs
- Introduce and position AutoBid to prospects, demonstrating how it eliminates manual bid processes and drives win rates on government contract vehicles
- Own the full sales cycle — from cold outreach and prospecting through negotiation and contract execution
- Build multi-threaded relationships within target accounts, from end-users to procurement leads to executive sponsors
- Collaborate with internal stakeholders (product, marketing, leadership) to shape go-to-market strategy and sales plays
- Meet and exceed new-business quota targets in a fast-paced, competitive environment
- Represent AAIL at industry events, conferences, and partner meetings to generate pipeline
- Provide feedback from the field to shape product positioning and messaging
Benefits
- Base salary of $130,000, with a competitive commission structure targeting $250,000 OTE
- Individual contributor role — no direct reports
- Unlimited PTO
- Comprehensive health, dental, and vision benefits
- Opportunity to grow with a fast-scaling defense technology company
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
