Software Products Senior Account Executive - Federal Government (Defense Software Solutions)

Clarity Innovations is a trusted national security partner, dedicated to safeguarding our nation’s interests and delivering innovative solutions that empower the Intelligence Community (IC) and Department of Defense (DoD) to transform data into actionable intelligence, ensuring mission success in an evolving world.

Our mission-first software and data engineering platform modernizes data operations, utilizing advanced workflows, CI/CD, and secure DevSecOps practices. We focus on challenges in Information Warfare, Cyber Operations, Operational Security, and Data Structuring, enabling end-to-end solutions that drive operational impact.

We are committed to delivering cutting-edge tools and capabilities that address the most complex national security challenges, empowering our partners to stay ahead of emerging threats and ensuring the success of their critical missions. At Clarity, we are people-focused and set on being a destination employer for top talent, offering an environment where innovation thrives, careers grow, and individuals are valued. Join us as we continue to lead innovation and tackle the most pressing challenges in national security.

Position Overview

As a Senior Account Executive at Clarity Innovations, you will be responsible for driving software solution sales of our advanced mission-focused software solutions to defense and federal agencies engaged in Information Warfare operations. This role requires a strategic blend of federal sales expertise and deep understanding of cyber mission workflows. You will spearhead our go-to-market strategy for AI-enhanced defense software solutions, identifying product-market fit opportunities within the rapidly evolving defense technology landscape. Success in this position depends on your ability to align our data analytics and AI capabilities with emerging defense requirements while navigating complex federal procurement processes. Your understanding of government cyber operations and intelligence processes will enable you to demonstrate how our solutions accelerate mission-critical workflows across Department of Defense and Intelligence Community organizations. This expertise, combined with strong defense industry relationships, will position you to deliver solutions that directly enhance national security objectives.

Key Responsibilities

• Drive revenue growth by identifying product-market fit opportunities across defense and intelligence agencies, aligning AI-powered solutions with evolving mission requirements while building relationships with key decision makers
• Develop strategic account plans that leverage market intelligence about defense cyber priorities, anticipating capability gaps while staying current on federal procurement processes including FAR/DFAR requirements as well as a strong understanding of CSO/OTA type contracts 
• Partner with technical teams to create solutions addressing specific defense requirements, translating mission needs into technology solutions that enhance operational efficiency and intelligence quality
• Create compelling value propositions aligned with agency missions, demonstrating through metrics-driven case studies how our solutions accelerate mission workflows and improve decision quality
• Manage complex sales cycles from qualification through contract award, serving as trusted advisor on both technical capabilities and procurement strategies
• Articulate user experience advantages through compelling demonstrations that showcase how intuitive interfaces reduce analyst cognitive load while meeting stringent security requirements
• Collaborate on winning responses to RFIs, RFPs, and solicitations, incorporating feedback into product roadmap priorities for continuous alignment with defense use cases
• Cultivate relationships with technical stakeholders who recognize the transformative potential of AI in modernizing legacy intelligence processes
• Coordinate cross-functional resources to ensure successful solution delivery and customer satisfaction, positioning our capabilities as mission enablers that meet both operational and compliance requirements

Qualifications

• 7+ years enterprise software sales experience with 3+ years selling AI/data analytics enabled cyber solutions to federal defense/intelligence customers, with proven record of exceeding sales targets
• Experience with federal contract vehicles (GSA, SEWP, CIO-SP4) and understanding of procurement processes specific to innovative technology acquisition
• Demonstrated understanding of AI/ML capabilities and their application to defense workflows, with ability to communicate complex technical concepts to diverse audiences
• Strong track record of identifying product-market fit opportunities and adapting value propositions to align with emerging technology trends in classified environments
• Excellent presentation and negotiation skills with ability to create compelling narratives around digital transformation and AI-enhanced workflows
• Experience selling software solutions with history of acquiring new customers and demonstrating quantifiable mission impact
• Active Top Secret with SCI eligibility clearance required
• Available for domestic travel to secure facilities up to 10 days monthly with demonstrated professional stability and positive career progression

Preferred Qualifications

• Military or government service background
• Knowledge of defense technology trends and requirements
• Experience with cybersecurity, cloud, AI/ML, or data analytics
• Understanding of federal compliance frameworks (FedRAMP, CMMC, RMF)
• Experience with system integrator partnerships

Success Metrics

• Achievement of sales quota targets revenue targets
• Net-New pipeline opportunities Growth in pipeline value
• Expansion of agency relationships and new logo customers
• Strong renewal rates and customer satisfaction
• Accurate sales forecasting

This position requires occasional travel to customer sites, defense facilities, and industry events. Remote work flexibility with proximity to key federal agencies in the Washington DC metro area preferred.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.