Vice President of Sales – Federal (Department of War)

C3 AI•Tysons, VA

15h

About The Position

C3 AI is hiring a Vice President of Sales, Federal – Department of War to lead and execute the company’s growth strategy across the U.S. Department of War (DoW) and the broader defense enterprise. This direct quota-carrying role will focus on capturing new mission-critical accounts and expanding C3 AI’s footprint across the Military Departments (Army, Navy, Air Force, Space Force, Marine Corps), the Combatant Commands, and the Fourth Estate defense agencies (e.g., DLA, DISA, DARPA, DTRA). The VP will own the full defense sales process — from capture strategy and teaming to execution and delivery — driving revenue growth, mission impact, and operational excellence in support of warfighter readiness. This is a senior, direct quota-carrying, individual-contributor opportunity with no direct reports and a large individual quota. As a strategic deal maker, the Vice President will personally originate, pursue, and close the most significant, high-value opportunities, and will collaborate closely with the broader federal sales organization, partners, and delivery teams to win and grow flagship accounts.

Requirements

Bachelor’s degree required; advanced degree preferred.
15+ years in enterprise software or technology sales, including 10+ years selling into the Department of War / DoD and 10+ years in a senior, quota-carrying individual-contributor capacity.
Demonstrated success selling to the Military Departments, Combatant Commands, and/or defense agencies, with a proven track record of exceeding aggressive targets.
Deep understanding of defense acquisition processes, PPBE budget cycles, OTAs and DoD contract vehicles, and the defense systems-integrator and prime ecosystem.
Experience engaging defense C-suite, SES, and senior military stakeholders, including general and flag officers and PEOs.
Demonstrated track record of personally closing large, complex, multi-year federal transactions and expanding flagship accounts into major programs of record.
Strong skills in capture strategy, pipeline management, and forecasting.
Excellent interpersonal, organizational, and communication abilities.
Active Secret security clearance required, with the ability to obtain a higher-level clearance (e.g., TS/SCI) as needed.
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

Nice To Haves

Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred; familiarity with defense mission use cases (readiness, predictive maintenance, logistics, supply chain, JADC2, cyber) a plus.

Responsibilities

Originate, pursue, and personally close large, complex, multi-year transactions and programs of record at scale across the Military Departments, Combatant Commands, and defense agencies, carrying a significant individual quota.
Personally engage senior defense leaders — SES, general and flag officers, program executive officers, and mission owners — to secure and grow strategic accounts.
Develop and execute account and capture strategies aligned to the National Defense Strategy and DoW modernization priorities, including readiness, predictive maintenance, contested logistics, supply chain, JADC2/CJADC2, and cyber.
Build and manage a qualified pipeline, navigating defense acquisition cycles, PPBE budget timelines, and contract vehicles (e.g., OTAs/consortia, DoD GWACs, SEWP, sole-source and full-and-open procurements).
Establish and grow relationships with defense systems integrators, prime contractors, and channel partners to expand reach and win teaming opportunities.
Drive transition of pilots and prototypes to programs of record, partnering with PEOs and acquisition authorities to scale deployments.
Collaborate with executive leadership, public-sector marketing, and delivery teams to align go-to-market goals with company objectives.
Maintain accurate forecasting and pipeline reporting against federal fiscal-year and program milestones.
Represent C3 AI at key defense engagements, industry days, and military service and combatant command events.
Ensure all activities comply with federal procurement regulations (FAR/DFARS) and applicable security requirements.