Navy Account Executive

About the Company

Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. We power production AI workflows across commercial and federal sectors, transforming unstructured data into AI-ready data pipelines.

Responsibilities

• Own and execute territory and account plans to hit revenue and pipeline targets across the US Navy and Marine Corps
• Build pipeline from scratch through proactive outbound prospecting across program managers and contracting officers
• Develop teaming relationships with Navy-focused primes, systems integrators, and ISVs
• Navigate complex, multi-stakeholder DoD sales cycles with a capture mindset
• Partner with solutions engineering and product teams to deliver tailored, compliance-aligned solutions
• Manage pipeline, forecasts, and CRM hygiene with discipline and accuracy
• Represent Unstructured at key Navy and defense industry events

Requirements

• 5+ years selling into DoD / Navy accounts with a proven track record of landing net-new logos
• Full-cycle quota ownership
• Strong understanding of Navy/DoD procurement processes, contract vehicles, and budget cycles
• Familiarity with DoD compliance frameworks: CMMC, RMF/ATO, IL levels, FedRAMP
• Technical conversancy in AI, data pipelines, and cloud infrastructure
• Startup grit and ability to build territory from scratch
• Willingness to travel ~25–30%
• US citizenship required

Preferred Qualifications

• Experience selling AI, data infrastructure, or ETL solutions
• Existing relationships with Navy-focused primes, SIs, or channel partners
• Prior military service, DoD civilian experience, or time at a Navy/USMC program office
• Experience with MEDDPICC or similar enterprise sales methodologies

Benefits

• Medical, dental, and vision coverage
• Life and disability insurance
• Unlimited PTO
• Flexible parental leave
• 401(k) with company match
• Equity
• $500 work from home stipend
• $70/month internet reimbursement
• Company offsites