---
title: 'Account Executive, Commercial at Obviant'
canonical: 'https://feeny.ai/job/account-executive-commercial-obviant-arlington-b0bmxkgjfs5t'
type: 'job'
last_seen: '2026-09-14'
---

# Account Executive, Commercial at Obviant

- **Company:** Obviant
- **Location:** Arlington, VA
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-06-15
- **Last confirmed live:** 2026-09-14
- **Apply:** https://jobs.ashbyhq.com/obviant/c6a8b923-47e1-4ed0-9069-6d82e866fe0e

## Job description

## About Obviant

The defense market is surging, but the data that drives it hasn't kept up. Companies, government, and investors are forced to perform heavily manual processes and piece together hundreds of disparate sources to make decisions. Obviant has built the data source of truth and AI tools for defense acquisition. We fuse information from thousands of sources (structured and unstructured) to provide a cohesive picture of budget, programs, the organizations running them, and much more. We already have high customer satisfaction at top-tier customers, we’re growing fast, backed by top-tier funds, and supported by national security veterans and technology industry advisors.

## The Role

We're hiring an Account Executive to own the commercial defense market, specifically the Defense Industrial Base (DIB). You'll work in close partnership with our Government GTM function, sharing intelligence, coordinating on accounts where government and commercial interests intersect, and leveraging Obviant's existing presence to open doors faster. Your focus is on prime contractors, subcontractors, and defense-adjacent commercial companies that rely on intelligence to find, win, and grow their defense business — including defense consultants and lobbyists who advise on acquisition strategy and budget positioning. You’ll own the full sales cycle for this segment and work directly with our founders, with a short line to product to influence the roadmap based on what you hear in the field.

## What You'll Do

- Own the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewal
- Build and manage a healthy pipeline aligned with Obviant's commercial growth targets
- Develop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial base
- Translate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entry
- Partner with our Mission Success team to ensure smooth handoffs and strong retention in your book of business
- Bring field intelligence back to product and engineering. Your conversations shape our roadmap
- Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment

## Qualifications

Required

- 5 to 7 years of B2B sales experience, with a meaningful portion selling directly into the Defense Industrial Base (prime contractors, Tier 1/2 subcontractors, or defense-adjacent commercial firms)
- Demonstrated track record of exceeding revenue targets in a consultative, complex-sale environment. You should be able to speak clearly to your own individual new-logo production — deal count, typical ACV, and quota attainment — separate from any team you managed or supported
- Deep familiarity with how defense contractors use competitive intelligence, BD pipelines, and capture strategy, so you understand the workflows Obviant improves
- Ability to manage multi-threaded sales cycles with multiple stakeholders across business development, competitive intelligence, finance, and executive leadership
- A clear point of view on who owns the Obviant buying decision inside a target account — BD VP, capture manager, competitive intelligence lead, or some combination — and how you’ve been able to get to that person previously.
- Strong communication and presence. You can credibly engage a BD VP, a capture manager, and a CEO in the same week
- Detail-oriented pipeline management and forecasting discipline
- Comfortable operating with high autonomy and accountability in a fast-moving, early-stage environment
- Strong references (upon request) from current and prior roles, including former customers and/or employers.

## Nice to Have

- Experience as an early GTM hire at a startup, building a segment from scratch
- Existing relationships across the DIB, including BD leads, capture teams, and competitive intel functions; relationships with defense consultants or lobbyists who advise on acquisition and budget strategy are a meaningful plus
- Background in defense acquisition, government contracting, or national security markets

Our Working Style

- Mission orientation: the work matters, and we want teammates who feel that weight
- High ownership: you'll run your segment and can expect autonomy and accountability in equal measure
- Directness: we communicate with candor and assume good intent
- Builder's mindset: we move fast and expect you to shape how we go to market, not just execute a handed-down playbook
- Bias toward action: we’d rather move and course-correct than wait for perfect information

## Compensation and Benefits

- Competitive base salary commensurate with experience
- Variable compensation tied to bookings, with uncapped upside for strong performers
- Meaningful equity stake in a well-funded, fast-growing company
- Health, dental, and vision coverage
- Flexible, high-autonomy work environment
- Direct line to founders and real influence on product direction

## About Obviant

## Company Overview
- **One-liner**: Obviant unifies thousands of structured and unstructured defense acquisition data sources into a single intelligence platform that helps government agencies, defense contractors, and investors make faster, more informed decisions.
- **Entity Type**: Private (Seed stage)
- **Headquarters**: Washington, DC, United States
- **Founded**: 2021 (LinkedIn reports 2021; Built In reports 2023)
- **Founders**: Dylan Taylor (Co-Founder)

## Core Business
- **Industry**: Defense acquisition, data intelligence, national security technology
- **Target Customers**: Government agencies (civil servants, program offices, warfighters) and defense contractors (incumbents and new entrants) – primarily B2G/B2B
- **Mission**: Equip all sides of the defense market with the tools to execute effectively, delivering better capability to the end-user and advancing national security.

## Products & Services
- **Obviant Platform**: A unified data intelligence platform that synthesizes thousands of structured and unstructured sources (budgets, programs, contracts, vendors, requirements) into real-time, source-backed insights. Provides dashboards, curated reports, analytics, and decision-support tools.
- **Research & Curated Reports**: Analyst-grade intelligence tailored to specific needs, distilling complex data into clear courses of action.
- **Enterprise Intelligence**: Allows organizations to connect their own data with market intelligence for a holistic view of the acquisition landscape.
- **Unmatched Analytics**: Transforms complex data into actionable insights for strategy and tactical execution.

## Market Standing
- **Valuation**: Not publicly available
- **Key Metric**: **$7.1M** in Seed funding raised (June 2025)
- **Notable Investors/Partners**: Led by **Shield Capital**; 6 total investors in the Seed round. Also secured a contract expansion with the Under Secretary of War for Acquisition and Sustainment in February 2026.
- **Growth Signals**:
  - 110% year-over-year headcount growth (16 employees as of mid-2025, +11 people)
  - 560% year-over-year web traffic growth
  - Active job postings increased 700% year-over-year (8 open roles as of early 2026)
  - Awarded a contract expansion with the Under Secretary of War for Acquisition and Sustainment (Feb 2026)

## Competitive Advantages
- **Unified Data Source of Truth**: Unlike fragmented manual processes, Obviant provides a single, continuously updated platform covering requirements through contracts across the entire defense acquisition lifecycle.
- **Deep Domain Focus**: Purpose-built for the defense market, with heavy-hitting national security veterans and technology industry advisors.
- **Backed by Defense Leaders**: Investor support from Shield Capital and relationships with key government stakeholders provide credibility and market access.
- **Mission-Driven**: Strong alignment with national security outcomes, attracting top talent motivated by impact.

## Strategic Focus
- Scale the data intelligence platform to serve both government and commercial customers more broadly.
- Expand government contracts (e.g., the recent contract expansion with the Under Secretary of War).
- Grow the team across engineering, mission success, and account executive roles, with emphasis on data engineering, AI/ML, product management, and government-facing roles.
- Continue to digitize and accelerate defense acquisition by replacing manual data gathering with automated intelligence.

## Why Work Here
- **Mission-First Culture**: "Our work matters. We take a lot of pride in building to advance mission outcomes." Strong sense of purpose in national security.
- **Values**: Impact, overdeliver, hustle, empathy, humility, integrity. "We get stuff done, no matter what it takes."
- **Work Environment**: In-office presence is expected most days (headquarters in Washington, DC), with flexibility to work from home as needed. Small, agile team (currently ~16 people) with high growth.
- **Tech Stack**: Modern stack including Python, TypeScript, React, Node.js, Kubernetes, Docker, Snowflake, Terraform, PyTorch, TensorFlow, Kafka, and various BI tools.
- **Opportunities**: High-autonomy roles with direct impact on product and national security outcomes. Employees come from Booz Allen, Deloitte, Capital One, AWS, and other top firms.
- **Perks**: Not explicitly listed, but the small team and mission focus suggest a tight-knit, driven culture with room for ownership.

## Sources
1. [Obviant.com](https://www.obviant.com/) – main site, platform description
2. [Obviant About](https://www.obviant.com/about-us) – mission, values
3. [Obviant Careers](https://www.obviant.com/careers) – values, open positions
4. [LinkedIn Company Profile](https://www.linkedin.com/company/obviant) – headcount, funding, key executives, growth metrics
5. [Built In Obviant Profile](https://builtin.com/company/obviant) – office policy, tech stack, open roles
6. [Business Wire: $7.1M Seed Round](https://www.businesswire.com/news/home/20250624200000/en/Obviant-Raises-7.1M-in-Funding-to-Scale-its-Data-Intelligence-Platform-for-Defense-Acquisition-Contracting-and-Budgeting) – funding details
7. [FinSMEs: Seed Round](https://www.finsmes.com/2025/06/obviant-raises-7-1m-in-funding.html) – funding confirmation
8. [Business Insider: Selling to Pentagon](https://www.businessinsider.com/selling-to-pentagon-is-messy-and-complex-startups-try-make-easier-2025-6) – market context
9. [Yahoo Finance: Contract Expansion](https://finance.yahoo.com/news/obviant-awarded-contract-expansion-under-100000152.html) – February 2026 contract win

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