Senior Sales Director

Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. Founded on a decade of Caltech research in partnership with NASA/JPL, we are led by scientists, strategists, and servicemembers united by a single mission: to solve the world’s most complex, mission-critical challenges with AI. 

Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. 

Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent-driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves.

If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here.

Position Overview

Virtualitics is seeking a Senior Sales Director to lead and scale a high-performance team of
Account Executives while driving strategic revenue growth across assigned markets. This is
a frontline leadership role responsible for team quota attainment, forecast accuracy,
pipeline rigor, and executive-level engagement in complex AI platform sales.
The ideal candidate is a hands-on operator who thrives in high-accountability environments
and has experience leading enterprise and/or federal technology sales teams through long,
complex buying cycles.

Key Responsibilities

Revenue Leadership
● Own and exceed assigned team revenue targets
● Drive pipeline creation strategy across strategic markets
● Ensure forecast accuracy and disciplined opportunity inspection
● Engage directly in late-stage strategic deals to drive closure

Team Development & Performance Management
● Hire, coach, and develop quota-carrying Account Executives
● Run structured deal reviews and forecast calls
● Establish performance standards, inspection rhythms, and accountability
● Build territory and account coverage strategies

Strategic Market Execution
● Engage senior Federal Government, DoW, and enterprise stakeholders
● Lead multi-threaded sales motions in complex buying environments
● Support expansion within existing accounts
● Navigate federal procurement, enterprise contracting, and compliance processes

Cross-Functional Alignment
● Partner with Marketing on demand generation and field execution
● Collaborate with Solution Engineering and Product teams to align customer
requirements
● Coordinate with Customer Success to drive expansion and long-term retention
● Contribute to GTM strategy and vertical prioritization

Culture & Leadership
● Model disciplined selling behaviors and forecast integrity
● Foster a high-performance, team-first environment
● Promote accountability, operational rigor, and execution excellence

Qualifications
● 8+ years of enterprise and/or federal technology sales experience
● 5+ years leading quota-carrying sales teams
● Proven track record exceeding $10M+ team quotas
● Experience selling AI, analytics, data platforms, SaaS, or enterprise software
● Strong executive presence and negotiation skills
● Experience navigating complex federal or defense procurement cycles preferred
● Background supporting DoW or FSI
Success in This Role Looks Like
● Consistently achieving and exceeding both individual and team revenue targets.
● Building a scalable, repeatable sales motion through coaching and execution.
● Developing top-performing sellers who progress in performance and responsibility.
● Providing leadership with accurate forecasting and actionable market insights.