Description
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.
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.
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.
Additional Information: Work Location Expectation: Most roles for candidates in or near these metro areas (San Francisco, Salt Lake City, Chicago, or New York) are fully onsite. Some roles offer a hybrid schedule of 2–3 days in-office per week
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