Account Director - Federal

Job Description

Data Robot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI aRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on Data Robot for AI that makes sense for their business — today and in the future.

Data Robot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI aRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on Data Robot for AI that makes sense for their business — today and in the future.

Data Robot is looking for a driven, focused, and high-impact DoW/Intelligence Account Director with a strong understanding of Artificial Intelligence, enterprise-wide software technologies, and value-driven sales within the Department of War (DoW) and Intelligence sectors. We're seeking someone experienced in handling sophisticated selling situations with highly technical military, intelligence, and defense leaders, Senior Executive Service (SES) officials, Flag Officers, and impactful defense decision-makers.

As part of our Public Sector Sales team, you'll be comfortable selling our sophisticated analytics solution that empowers national security entities to tackle their most complex data science, threat intelligence, and mission-critical problems. You'll collaborate with our passionate team and industry leaders within the field of Defense Tech, Predictive Analytics, and AI-driven intelligence operations.

• Build and drive strategic territory and account sales plans to meet and exceed quota across Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) agencies.
• Work closely with Defense & Intel Customer Facing Data Scientists to demonstrate operational mission value through technical proof of concept sessions and classified/unclassified evaluations.
• Deliver tailored presentations and demonstrations highlighting the tactical, strategic, and mission benefits of Data Robot in defense and intelligence environments.
• Maintain a deep understanding of key defense and intelligence agency trends, specialized defense/IC procurement processes, and competitive market dynamics.
• Practice effective, clear communication with executive leadership, defense agency stakeholders, intelligence community partners, and support staff.
• Provide regular reporting of pipeline and accurate forecasts through

• You have a BA/BS degree and a demonstrated ability to sell enterprise software into the Defense and Intelligence sectors while exceeding quotas.
• Deeply experienced selling into the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) ecosystems, with a proven track record of navigating defense/intel acquisition pathways, specialized contracting vehicles, and program offices.
• Experienced in selling AI/ML, advanced analytics, data platforms, or predictive intelligence software to defense and IC agencies.
• You have experience selling emerging technologies, winning new DoW/IC mission logos, building defense territories, and expanding high-impact national security accounts.
• You are trained in value-selling methodologies tailored to complex defense and intelligence procurements.
• You hold a proven track record of consistent over achievement of sales quotas within the Defense, DoW, and National Security domain.
• Active Security Clearance (Top Secret/SCI preferred, but not required) and a willingness to…