Account Executive, Army

About Ditto

Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. More than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world’s hardest connectivity problems.

About The Role

This role owns the US Army market and is accountable for building senior-level relationships, shaping mission-aligned demand, and converting operational engagement into sustained enterprise revenue. This is a senior, externally facing account executive role with direct responsibility for Army pipeline development, capture influence, and revenue execution. Success is measured by adoption, program transition, and booked revenue. You will establish and lead deep business and technical relationships through your knowledge of the customer's mission and environment. You will have day-to-day interactions with Army commands, program offices, and our ecosystem of partners (SIs and ISVs) that support these customers. You will also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions and sell the full Ditto edge capability.

What You'll Be Up To...

• Own the strategic sales plan and execution for the US Army within Ditto's strategic direction
• Own and lead Ditto's engagement strategy across Army commands and program offices (e.g., PEO C3T, CPE ES2, Nett Warrior, C3N)
• Serve as a senior point of contact for Army operational, technical, acquisition, and executive stakeholders
• Own Army-aligned pipeline development, forecasting, and revenue execution
• Manage complex contract negotiations (OTA, IDIQ, direct award)
• Accelerate customer adoption and customer satisfaction

What Helps You Thrive...

• Self-starter with demonstrated success closing revenue in the Army/DoD space
• Proven ability to engage with O-6/GS-15/SES and General Officer-level stakeholders
• Proven ability to execute technical sales in the Army domain - you must have a baseline understanding of Army tactical network architectures and leverage that in the sales process. We will not consider you if you do not meet this qualification
• Ability to operate independently in ambiguous, high-stakes environments
• Experience with HubSpot or SFDC and Claude or Gemini to aid your productivity
• Passion for the Soldier's mission and tactical edge communications

Great-to-Haves...

• Experience scaling teams at hypergrowth startups
• Prior service in the US Army or experience supporting Army programs in an industry role

The Benefits Of Building With Us

We offer competitive salaries and meaningful equity. We believe everyone on the team should have a stake in what we’re building. Benefits vary by region to make sure you're covered in the ways that matter most. In the US, that includes health, dental, vision, life, and disability insurance, plus a 401(k) and flexible spending accounts. Regardless of where you live, everyone at Ditto can utilize flexible time off. And while we work remotely, our Atlanta and San Francisco offices are open if you ever want a place to work or meet up with teammates.