C3 AI
Vice President of Sales – Federal (Department of War)
Tysons, Virginia, United States · Exec
No sponsorship$185k-$215kDetected 26 days ago
TypeScriptMachine LearningLLMsAgentic AICybersecurityPipeline ManagementForecastingSupply ChainLogisticsProcurementLeadershipCommunication
About the role
- C3 AI (NYSE: AI), is the Enterprise AI application software company.
- This is a senior, direct quota-carrying, individual-contributor opportunity with no direct reports and a large individual quota.
- Virginia Base Pay Range $185,000 - $215,000 USD C3 AI is proud to be an Equal Opportunity and Affirmative Action Employer.
Responsibilities
- Develop and execute account and capture strategies aligned to the National Defense Strategy and DoW modernization priorities, including readiness, predictive maintenance, contested logistics, supply chain, JADC2/CJADC2, and cyber.
- Build and manage a qualified pipeline, navigating defense acquisition cycles, PPBE budget timelines, and contract vehicles (e.g., OTAs/consortia, DoD GWACs, SEWP, sole-source and full-and-open procurements).
- Establish and grow relationships with defense systems integrators, prime contractors, and channel partners to expand reach and win teaming opportunities.
- Drive transition of pilots and prototypes to programs of record, partnering with PEOs and acquisition authorities to scale deployments.
- Collaborate with executive leadership, public-sector marketing, and delivery teams to align go-to-market goals with company objectives.
- Maintain accurate forecasting and pipeline reporting against federal fiscal-year and program milestones.
- C3 AI is hiring a Vice President of Sales, Federal - Department of War to lead and execute the company's growth strategy across the U.S. Department of War (DoW) and the broader defense enterprise.
- The VP will own the full defense sales process - from capture strategy and teaming to execution and delivery - driving revenue growth, mission impact, and operational excellence in support of warfighter readiness.
- As a strategic deal maker, the Vice President will personally originate, pursue, and close the most significant, high-value opportunities, and will collaborate closely with the broader federal sales organization, partners, and delivery teams to win and grow flagship accounts.
Requirements
- 15+ years in enterprise software or technology sales, including 10+ years selling into the Department of War / DoD and 10+ years in a senior, quota-carrying individual-contributor capacity.
- Demonstrated success selling to the Military Departments, Combatant Commands, and/or defense agencies, with a proven track record of exceeding aggressive targets.
- Experience engaging defense C-suite, SES, and senior military stakeholders, including general and flag officers and PEOs.
- Demonstrated track record of personally closing large, complex, multi-year federal transactions and expanding flagship accounts into major programs of record.
- Active Secret security clearance required, with the ability to obtain a higher-level clearance (e.g., TS/SCI) as needed.
- Candidates must be authorized to work in the United States without the need for current or future company sponsorship.
- Deep understanding of defense acquisition processes, PPBE budget cycles, OTAs and DoD contract vehicles, and the defense systems-integrator and prime ecosystem.
- Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred
- Strong skills in capture strategy, pipeline management, and forecasting.
- Excellent interpersonal, organizational, and communication abilities.
- C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.
Nice to have
- Bachelor's degree required
- advanced degree preferred.
- familiarity with defense mission use cases (readiness, predictive maintenance, logistics, supply chain, JADC2, cyber) a plus.
Compensation
- C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.
Company info
- AI), is the Enterprise AI application software company.
- C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform, an end-to-end platform for developing, deploying, and operating enterprise AI applications, C3 AI applications, a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise.
Visa & Work Authorization
- Candidates must be authorized to work in the United States without the need for current or future company sponsorship.
This listing is sourced directly from C3 AI's careers page and normalized into a canonical job model.