Account Executive - Department of Defense

Filevine · Los Angeles

Sales & BusinessSalesOn-siteFull-timeposted 3w ago

Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. Grounded in a singular system of truth, Filevine brings together data, documents, workflows, and teams into one unified platform—where modern legal work happens with clarity and consistency.

Powered by LOIS, the Legal Operating Intelligence System, Filevine connects context across every matter to transform legal operations from reactive to proactive. LOIS reads, understands, and reasons across your data to surface insight, automate complexity, and give professionals the clarity and confidence to see more, know more, and do more. Fueled by a team of exceptional collaborators and innovators, Filevine’s rapid growth has earned AI awards and recognition from Deloitte and Inc. as one of the most innovative and fastest-growing technology companies in the country.

Role Summary:

As a Department of Defense Account Executive, you will drive the adoption of Filevine's agentic AI capability across DOD and the broader national-security community. You will own the full sales cycle as a quota-carrying individual contributor, speak the operational and acquisition language of DOD fluently, and navigate its distinct procurement environment to move fast where others stall. In collaboration with Sales Engineering, Product, and GTM, you will help define Filevine's defense go-to-market while maintaining the highest standards of security. We are building a small, elite team to attack this market, and this role is at the center of it.

Responsibilities:

Drive new business and revenue growth within DOD and the national-security community owning the full sales cycle from initial mission engagement through fielded deployment.
Turn mission needs into deliverable products working with mission owners to translate an operational problem into a scoped AI capability, then driving it through rapid demonstration and pilot to an operational outcome.
Navigate the unique DOD procurement and security environment including DFARS, security clearance requirements, and agency-specific security protocols across classified and unclassified environments.
Build and maintain relationships with mission owners, program offices, and technical evaluators becoming a trusted advisor on agentic AI and its application to their mission — and speaking their operational and acquisition language fluently.
Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives.
Coordinate closely with system integrators to ensure successful deployment and integration, including in environments.
Provide detailed market intelligence and customer feedback to product teams including classification levels and mission-specific requirements, to shape what Filevine builds for defense.
Accurately forecast quarterly and annual performance track progress against annual revenue targets, and manage your pipeline with rigor in Salesforce.
Take a leadership role in growing Filevine's DOD presence while maintaining hands-on engagement with your key accounts and proper security protocols.

Qualifications:

4+ years of enterprise sales experience in the DOD/national-security space, with a proven track record of winning development-focused deals — where the deliverable was a built and fielded capability, not an off-the-shelf license.
Genuine AI fluency — you can hold a credible technical conversation about agentic AI, models, data, and deployment, and translate that capability into mission value for an operational audience.
A demonstrated ability to turn a DOD mission need into a scoped, deliverable product, and to drive it from problem statement through demonstration to fielded outcome.
Deep understanding of DOD mission owners, program offices, and operational challenges — and the ability to speak their language.
A consistent, demonstrable record of meeting and exceeding revenue targets and quota in the DOD space.
The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
The drive to shape a market rather than react to it, and to build the defense motion at the ground floor.

Work Location Expectation: This position is based out of our San Francisco, Chicago, Salt Lake City or New York offices. Candidates residing in or near these metro areas are expected to work on a hybrid (2-3 days in-office/week) or fully onsite basis.

Cool Company Benefits:

- A dynamic, rapidly growing company, focused on helping organizations thrive

- Medical, Dental, & Vision Insurance (for full-time employees)

- Competitive & Fair Pay

- Maternity & paternity leave (for full-time employees)

- Short & long-term disability

- Opportunity to learn from a dedicated leadership team

- Top-of-the-line company swag

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