Account Director - Federal

About the Position

The DataRobot Sales team has a powerful impact on the company’s bottom line - and not just on our own company. The Revenue team also impacts our clients who see extraordinary ROI from our products. Our people sell an industry-defining solution that has the power to change outcomes for organizations all over the globe. And they're backed by a passionate team of top engineering and support professionals who help close complex deals. We provide valuable insights to inform strategic decision-making and drive revenue growth.

DataRobot is looking for a driven, focused, and high-impact Account Director with a strong understanding of Artificial Intelligence, enterprise-wide software technologies, and value-driven sales within the Department of War (DoW) and Intelligence sectors. We're seeking someone experienced in handling sophisticated selling situations with highly technical military, intelligence, and defense leaders, Senior Executive Service (SES) officials, Flag Officers, and impactful defense decision-makers.

Responsibilities

• Build and drive strategic territory and account sales plans to meet and exceed quota across Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) agencies.
• Work closely with Defense & Intel Customer Facing Data Scientists to demonstrate operational mission value through technical proof of concept sessions and classified/unclassified evaluations.
• Deliver tailored presentations and demonstrations highlighting the tactical, strategic, and mission benefits of DataRobot in defense and intelligence environments.
• Maintain a deep understanding of key defense and intelligence agency trends, specialized defense/IC procurement processes, and competitive market dynamics.
• Practice effective, clear communication with executive leadership, defense agency stakeholders, intelligence community partners, and support staff.
• Provide regular reporting of pipeline and accurate forecasts through salesforce.com.

Requirements

• BA/BS degree and a demonstrated ability to sell enterprise software into the Defense and Intelligence sectors while exceeding quotas.
• Deeply experienced selling into the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) ecosystems, with a proven track record of navigating defense/intel acquisition pathways, specialized contracting vehicles, and program offices.
• Experienced in selling AI/ML, advanced analytics, data platforms, or predictive intelligence software to defense and IC agencies.
• Experience selling emerging technologies, winning new DoW/IC mission logos, building defense territories, and expanding high-impact national security accounts.
• Trained in value-selling methodologies tailored to complex defense and intelligence procurements.
• Proven track record of consistent overachievement of sales quotas within the Defense, DoW, and National Security domain.
• Active Security Clearance (Top Secret/SCI preferred, but not required) and a willingness to travel to military installations, defense command centers, and secure facilities (SCIFs) as needed is a plus.

Nice to Have

• Experience working in a defense- or intelligence-focused startup or fast-growing defense tech vendor.

We Offer

• Competitive salary range between $300,000 and $400,000 USD/year.
• Comprehensive benefits package including Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP), and more.
• Opportunity to work in a fast-paced, rewarding environment where hard work is recognized and celebrated.
• Collaborative and inclusive company culture that values diversity and inclusion.
• Global company supporting international customers, fostering collaboration across the globe.

About the Company

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business - today and in the future.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.

Use of Artificial Intelligence in Our Hiring Process

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy.

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