Account Executive - Department of Defense

Role Summary

As a Department of Defense Account Executive, you will drive the adoption of Filevine's agentic AI capability across DOD and the broader national-security community. You will own the full sales cycle as a quota-carrying individual contributor, speak the operational and acquisition language of DOD fluently, and navigate its distinct procurement environment to move fast where others stall. In collaboration with Sales Engineering, Product, and GTM, you will help define Filevine's defense go-to-market while maintaining the highest standards of security. We are building a small, elite team to attack this market, and this role is at the center of it.

Responsibilities

• Drive new business and revenue growth within DOD and the national-security community owning the full sales cycle from initial mission engagement through fielded deployment.
• Turn mission needs into deliverable products working with mission owners to translate an operational problem into a scoped AI capability, then driving it through rapid demonstration and pilot to an operational outcome.
• Navigate the unique DOD procurement and security environment including DFARS, security clearance requirements, and agency-specific security protocols across classified and unclassified environments.
• Build and maintain relationships with mission owners, program offices, and technical evaluators becoming a trusted advisor on agentic AI and its application to their mission — and speaking their operational and acquisition language fluently.
• Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives.
• Coordinate closely with system integrators to ensure successful deployment and integration, including in environments.
• Provide detailed market intelligence and customer feedback to product teams including classification levels and mission-specific requirements, to shape what Filevine builds for defense.
• Accurately forecast quarterly and annual performance track progress against annual revenue targets, and manage your pipeline with rigor in Salesforce.
• Take a leadership role in growing Filevine's DOD presence while maintaining hands-on engagement with your key accounts and proper security protocols.

Requirements

• 4+ years of enterprise sales experience in the DOD/national-security space, with a proven track record of winning development-focused deals — where the deliverable was a built and fielded capability, not an off-the-shelf license.
• Genuine AI fluency — you can hold a credible technical conversation about agentic AI, models, data, and deployment, and translate that capability into mission value for an operational audience.
• A demonstrated ability to turn a DOD mission need into a scoped, deliverable product, and to drive it from problem statement through demonstration to fielded outcome.
• Deep understanding of DOD mission owners, program offices, and operational challenges — and the ability to speak their language.
• A consistent, demonstrable record of meeting and exceeding revenue targets and quota in the DOD space.
• The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
• The drive to shape a market rather than react to it, and to build the defense motion at the ground floor.

Work Location Expectation: Unless otherwise specified, this position is based out of our San Francisco, Chicago, Salt Lake City or New York offices. Candidates residing in or near these metro areas are expected to work on a hybrid (2-3 days in-office/week) or fully onsite basis.

Benefits

Cool Company Benefits

• A dynamic, rapidly growing company, focused on helping organizations thrive
• Medical, Dental, & Vision Insurance (for full-time employees)
• Competitive & Fair Pay
• Maternity & paternity leave (for full-time employees)
• Short & long-term disability
• Opportunity to learn from a dedicated leadership team
• Top-of-the-line company swag

Privacy Policy Notice

• Filevine will handle your personal information according to what’s outlined in our Privacy Policy .
• Communication about this opportunity, or any open role at Filevine, will only come from representatives with email addresses using " filevine.com ". Other addresses reaching out are not affiliated with Filevine and should not be responded to.

About the Company

About Filevine

Filevine is changing the way legal work gets done for law practitioners and their clients. As the leading legal operating system, Filevine is dedicated to empowering organizations with tools to simplify and elevate complex, high-stakes legal work. Powering everything from document and case management to timekeeping, billing and business analytics, over 3,400 law firms and legal teams use Filevine daily to deliver excellence.

With these groundbreaking AI features, Filevine is empowering law firms and legal teams to deliver excellence to their clients with unprecedented speed and efficiency.