Note: The job is a remote job and is open to candidates in USA. Dynamo AI is an AI governance and cybersecurity company focused on protecting advanced LLM deployments. The Federal Account Executive will build the federal sales motion from the ground up, including pipeline development and deal closure across the Department of Defense and Intelligence Community.
Responsibilities
- Build federal pipeline from scratch — identify, research, and pursue new opportunities across DoD and IC agencies through cold outreach, SAM.gov, conferences, and procurement boards
- Lead capture campaigns end-to-end — pipeline development, positioning, teaming, proposal development, and contract execution
- Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations including DIU and AFWERX
- Craft compelling, compliant responses to RFPs/RFIs via SAM.gov in partnership with solutions engineering and product
- Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines
- Close complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships
- Network relentlessly at federal cybersecurity and AI events, building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond
- Bring market feedback to leadership to shape Dynamo's federal strategy, positioning, and partnerships
Skills
- 5–10 years federal government sales experience
- Proven track record closing seven-figure federal deals
- Deep knowledge of FAR/DFARS, OTA, and DoD acquisition processes
- Established network in DoD, defense innovation, or federal civilian agencies
- U.S. citizenship required, background check required
- Direct DoD/IC (non-civilian) selling experience into the U.S. Army, Air Force, or IC — civilian-only backgrounds will not be considered
- Working knowledge of SBIR/STTR and the DoD budgeting cycle (alongside FAR/DFARS and OTA)
- Track record of building pipeline from scratch and closing seven-figure deals without SDR support
- Able to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes
- Excellent written and verbal communication; experience briefing senior leaders and building consensus
- Based in the Washington, D.C. / Northern Virginia area; available for events and meetings on an impromptu basis
- Willingness to travel 25–30%
- Existing network within DoD, Army, Air Force, or IC
- Startup-after-large-company path (ideal: large company startup large company startup)
- Knowledge of AI/ML infrastructure, LLMs, or data security frameworks
- Active or pathway to U.S. Secret or Top Secret/SCI clearance
- Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions
Benefits
- Competitive Equity
- Remote; D.C. / Northern Virginia area required
- 25–30% travel
Company Overview