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Strategic Account Manager, Public Sector
🕒 27 days ago
Strategic Account ManagementFederal SalesCustomer RetentionContract Renewals
📜 Description
- Own strategic accounts post-sale, including executive relationships, account strategy, renewals, and expansion planning.
- Develop account plans with Sales and Delivery focused on customer health, value realization, and growth.
- Build relationships with stakeholders from end users to executive sponsors and contracting officers.
- Help customers achieve desired outcomes and realize value from the platform.
- Conduct executive business reviews, monitor account health, and address risks to retention.
- Represent customer needs internally and partner with Sales on upsell and expansion opportunities.
🛠️ Requirements
- 8-10+ years of experience in a customer-facing role such as Strategic Account Management, or Federal Sales, with a focus on post-sales and renewals.
- A proven and demonstrable track record of achieving near-100% retention and renewal rates with large, strategic enterprise or government accounts.
- Deep experience managing complex Federal/DoD contracts and navigating the government procurement and renewal process. Ability to drive conversation with customers around renewal path with color of money, time lines, risk mitigation.
- Exceptional interpersonal and communication skills, with the ability to build rapport and credibility with senior government leaders and C-level executives.
- A strategic mindset with strong problem-solving skills and the ability to act as a trusted advisor to clients.
- Familiarity with the enterprise software landscape, particularly in AI/ML, data analytics, or business intelligence.
- Direct experience working with solutions focused on AI, logistics, sustainment, and operational readiness within the DoD.
- Established reputation and network within the DoD and Intelligence Community program and contracting circles.
- Experience using Customer Success & CRM platforms.
- Active security clearance.
✨ Benefits
- Highly competitive compensation
- Equity participation
- Fully paid medical coverage for you and your dependents
- Fully paid dental coverage for you and your dependents
- Fully paid vision coverage for you and your dependents
- Unlimited PTO
- Flexible work arrangements
Full job description
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.
Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent-driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves.
If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here.
*Secret clearance required, up to TS. Or eligibility to obtain and hold clearance
Position Overview
Virtualitics is seeking a dedicated and experienced Strategic Account Manager to join our Public Sector team. This is a critical role focused on post-sales success, responsible for ensuring maximum value realization, retention, and growth within our most important government accounts. The primary mission of this role is to secure 100% customer retention and achieve zero churn across our most strategic contracts. The ideal candidate will be a trusted advisor to our clients, a passionate customer advocate, and a skilled relationship manager with a proven track record of managing and growing large, complex Federal accounts.
Key Responsibilities
Customer Retention & Renewal Management: Owns the commercial and executive relationship, account strategy, expansion opportunities, and all financial aspects of renewals/expansions (e.g.,contract vehicles,color of money, funding strategy, pricing conversations, engagement with COR/KO, expansion conversations, etc). Own the entire lifecycle of our strategic accounts post-sale. Ensure 100% retention, mitigate churn risk, and secure on-time contract renewals.
Strategic Account Planning: Partner closely with Sales and Delivery teams to develop and execute comprehensive account plans focused on customer health, value realization, and identifying growth opportunities. Establish yourself as an indispensable partner to our clients.
Executive Relationship Building: Cultivate and maintain deep, multi-level relationships with key stakeholders within strategic accounts, from end-users to executive sponsors and contracting officers.
Value Realization & Adoption: Partner closely with customers to ensure they are achieving their desired outcomes and realizing the full potential of the Virtualitics platform and investments.
Performance & Health Monitoring: Conduct regular executive business reviews (EBRs) to demonstrate value, review key performance metrics, and align on future goals. Partner closely with delivery teams to proactively monitor account health and address any potential issues and mitigate impact and risk to customer churn.
Customer Advocacy: Serve as the primary voice of the customer internally. Liaise with Sales, Product, Engineering, and Delivery teams to ensure a seamless customer experience and communicate client feedback to inform the product roadmap.
Expansion & Growth: Partner closely with Sales AE’s to Identify and qualify opportunities for expansion and upsell within your portfolio of accounts, partnering with the Sales team to execute on growth initiatives.
Qualifications & Skills
Required:
8-10+ years of experience in a customer-facing role such as Strategic Account Management, or Federal Sales, with a focus on post-sales and renewals.
A proven and demonstrable track record of achieving near-100% retention and renewal rates with large, strategic enterprise or government accounts.
Deep experience managing complex Federal/DoD contracts and navigating the government procurement and renewal process. Ability to drive conversation with customers around renewal path with color of money, time lines, risk mitigation.
Exceptional interpersonal and communication skills, with the ability to build rapport and credibility with senior government leaders and C-level executives.
A strategic mindset with strong problem-solving skills and the ability to act as a trusted advisor to clients.
Familiarity with the enterprise software landscape, particularly in AI/ML, data analytics, or business intelligence.
Preferred:
Direct experience working with solutions focused on AI, logistics, sustainment, and operational readiness within the DoD.
Established reputation and network within the DoD and Intelligence Community program and contracting circles.
Experience using Customer Success & CRM platforms.
Active security clearance.
Bachelor's degree in Business Administration, Management, or a related field.
Must be willing to travel up to 30% within the DMV and nationally.
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