Federal Systems Integrator, Account Executive - Remote
Weights & Biases
Sales & Business Development
Washington, DC, USA
Posted on Dec 28, 2024
At Weights & Biases, our mission is to build the best tools for AI developers. We founded our company on the insight that while there were excellent tools for developers to build better code, there were no similarly great tools to help ML practitioners build better models. Starting with our first experiment tracking product, we have since expanded our solution into a comprehensive AI developer platform for organizations focused on building their own deep learning models and generative AI applications.
Weights & Biases is a Series C company with $250M in funding and over 200 employees. We proudly serve over 1,000 customers and more than 30 foundation model builders including customers such as OpenAI, NVIDIA, Microsoft, and Toyota.
An Account Executive at Weights & Biases is a quota carrying, enterprise software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Weights & Biases in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle – prospecting, defining and articulating value proposition, pilot process management, business case development, negotiation and closing.
Reporting to the Head of Federal, the Federal Systems Integrator (FSI) Account Executive is responsible for selling to Federal Systems Integrators and Defense Aerospace companies. This role will focus on both direct “sell to" and "sell through." The FSI role is crucial to the growth of Weights & Biases’ burgeoning public sector practice.
Responsibilities:
- "Sell To" FSIs: Close direct deals with FSIs; and "Sell Through" FSIs: Work with FSIs to embed W&B into larger federal contracts, ensuring W&B is integrated into government proposals and solutions, meeting an annual sales quota.
- Lead both direct and indirect sales efforts, positioning W&B as a key AI/ML partner for FSIs.
- Establish and maintain C-level and executive relationships within FSIs and their federal agency customers.
- Conduct regular sales meetings, presentations, and demos to drive awareness and adoption of W&B’s platform and maintain pipeline
- Work in-coordination with the Head of Federal to develop the FSI Partner Program
- Collaborate with solutions engineers and product teams to ensure FSIs can effectively integrate W&B into their AI/ML solutions.
- Navigate the federal procurement process (e.g. GSA, IDIQs, GWACs, OTAs, SBIRs, AFWERX, DIU, DARPA, etc.) to facilitate transactions, including supporting RFI/RFP responses.
Requirements:
- 5-15 years of Federal Sales, Business Development, or Account Management experience, focusing on AI/ML or Data analytics and an understanding of mission-based selling.
- Proven track record selling into Federal Systems Integrators (FSIs) or working with them to deliver solutions to federal agencies.
- Strong knowledge of federal procurement models, contracting mechanisms, and the government sales cycle.
- Experience in a startup or in an early-stage federal sales role, building an FSI-focused sales motion from scratch.
- Existing relationships within top FSIs and federal agencies.
- Active Security Clearance (Secret or higher) is preferred but not required.
Our Benefits:
- 🏝️ Flexible time off
- 🩺 Medical, Dental, and Vision for employees and Family Coverage
- 🏠 Remote first culture with in-office flexibility in San Francisco
- 💵 Home office budget with a new high-powered laptop
- 🥇 Truly competitive salary and equity
- 🚼 12 weeks of Parental leave (U.S. specific)
- 📈 401(k) (U.S. specific)
- Supplemental benefits may be available depending on your location
- Explore benefits by country
We encourage you to apply even if your experience doesn't perfectly align with the job description as we seek out diverse and creative perspectives. Team members who love to learn and collaborate in an inclusive environment will flourish with us. We are an equal opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you need additional accommodations to feel comfortable during your interview process, reach out at careers@wandb.com.
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