Sr Sales Director - FSI & Defense Industrial Base

About Virtualitics 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. S. patents and are leading the shift toward agent-driven readiness. Position Overview Virtualitics is seeking a Senior Sales Director to lead the FSI and Defense Industrial Base territory. This frontline leadership role owns the territory strategy, team quota, pipeline creation, forecast accuracy, and execution across named strategic integrators and defense companies.

The Senior Sales Director will build and scale three complementary growth motions: sell-to opportunities for an FSI or DIB customer's internal use; sell-through opportunities in which Virtualitics supports a customer program led by an integrator or prime; and embedded or OEM opportunities in which Virtualitics becomes part of a partner's repeatable solution, offering, or contract vehicle.

The ideal candidate is a hands-on leader who can translate mission priorities into funded AI use cases, build executive relationships across corporate and program leadership, and coach Account Executives through complex, multi-party federal sales cycles. Territory Scope Own the assigned portfolio of named FSIs, defense primes, and strategic DIB accounts, including account segmentation, coverage, whitespace analysis, and prioritization.

Develop account strategies that connect corporate priorities, program portfolios, recompetes, contract vehicles, IRAD investments, and government mission demand to Virtualitics use cases. Create clear rules of engagement across direct government, FSI, partner, and DIB teams to protect account ownership, avoid channel conflict, and maximize total revenue. Establish repeatable sell-to, sell-through, and embedded/OEM plays that can scale across programs, business units, and customer portfolios.