Senior Account Executive - Defense & Federal

About the role

Legion was built to move beyond AI hype—delivering secure, reliable systems that work alongside the people tackling the world's most critical challenges. Born from a Department of Defense partnership and trusted by leaders across government and enterprise, Legion embeds intelligence inside complex systems, unlocking data, accelerating human workflows, and strengthening mission-critical systems. We don't replace workflows—we optimize them, ensuring quality, efficiency, and reliability inside the platforms our partners already use. With world-class collaborators like Palantir, Nvidia, HPE, and Oracle, we're building intelligent infrastructure that enhances human capability and drives impact at the edge and across a range of enterprises.

Responsibilities

• Lead the full sales cycle within the DOW, driving new business and revenue growth.
• Develop and execute strategic account plans aligned with mission priorities, operational needs, funding cycles, and contracting mechanisms.
• Translate Legion's technologies into clear, compelling value propositions tailored to DOW requirements.
• Secure Legion's participation in DOW experiments, exercises, and pilot programs.
• Partner with defense prime contractors to pursue and capture larger DOW opportunities.
• Create and maintain sales playbooks focused on DOW use cases, procurement processes, and security requirements.
• Maintain accurate, up-to-date Salesforce data and deliver reliable forecasts for your territory.
• Take a leadership role in expanding Legion's DOW footprint while maintaining close engagement with key accounts.

Qualifications

• 7+ years of software sales experience within the federal government or national security sector, with a strong track record of driving adoption of emerging technologies and exceeding revenue targets.
• Deep understanding of DOW missions, operational challenges, and technology needs.
• Demonstrated experience navigating complex DOW acquisition and procurement processes.
• Proficiency in territory planning, forecasting, and CRM management (Salesforce preferred).
• Proven ability to price, quote, negotiate, and close complex transactions.
• Excellent relationship-building skills and ability to collaborate across multiple stakeholder groups.
• AI/ML Literacy
• Exceptional written, verbal, and interpersonal communication skills.

Nice to have

• Established relationships within Program Executive Offices (PEOs), Major Defense Acquisition Programs (MDAPs), prime contractors, and other DOW stakeholder organizations.
• Prior proven record of successfully capturing and expanding DOW business.
• Hands-on experience with AI/ML applications or software development.
• Prior military experience.

Location

Washington, D.C., Fayetteville, NC, Austin, TX, or Denver, CO

Compensation

$270,000—$360,000 USD