Account Executive, AI Factory

Account Executive, AI Factory Armada - 3.2 Washington, DC Job Details $276,000 - $345,000 a year 1 day ago Benefits Health savings account Paid holidays Health insurance Unlimited paid time off Dental insurance 401(k) Flexible spending account Paid time off Vision insurance Qualifications Deal closing Managing customer accounts Pricing 7 years Customer relationship building Startup experience Engineering Oil & gas Bachelor's degree in business Enterprise selling Client relationship development Bachelor's degree in engineering Entrepreneurship Bachelor's degree Task prioritization Sales experience within tech Sales strategy Sales pipeline management Achieving sales targets Senior level Cross-functional collaboration Business Account management Cross-functional team management Sales forecasts Cloud services Cross-functional communication Stakeholder management Full Job Description About the Company Armada is a full-stack edge infrastructure company delivering compute, connectivity, and sovereign AI/ML to some of the world's most remote places. Named one of Fast Company's Most Innovative Companies, Armada's solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With over $200 million in funding, Armada is backed by top investors such as Microsoft (M12), Founders Fund, and has strategic partnerships including Starlink, Skydio, and NVIDIA. We are looking for the most brilliant minds in the world to join us. Working at Armada means taking ownership, driving autonomy, and delivering impact. You'll tackle challenges that haven't been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada's mission to bridge the digital divide for customers around the world. About the Role The AI Factory Account Executive (Leviathan) plays a critical role in driving Armada's growth across a focused set of high‑value, highly complex strategic accounts. These include AI‑focused data center operators, colocation providers, NeoCloud platforms, and select renewable energy operators that control land, power, or stranded energy assets suitable for large‑scale AI infrastructure. This role is designed for a senior, strategic seller with a strong track record selling large‑scale data center, infrastructure, or platform solutions into complex enterprise environments. Success is driven by commercial judgment, executive‑level relationship management, deal orchestration, and the ability to lead extended account teams in close partnership with Customer Engineers (CEs) and Value Engineers (VEs).

Territory:

United States Location:

Remote - US (Northeast / Mid‑Atlantic preferred) What You'll Do (Key Responsibilities) Own and grow a portfolio of large, complex, high‑visibility strategic accounts across Commercial and select Fed/PubSec segments Build, manage, and accurately forecast a predictable enterprise sales pipeline using disciplined sales practices Sell Armada Leviathan into new and existing accounts, including large domestic and global opportunities with multi‑region or multi‑metro scope Develop a deep understanding of customer business objectives and buying drivers, partnering with CEs, VEs, and cross‑functional teams (Customer Success, Engineering, Marketing) to align solutions Lead overall account strategy and deal orchestration, coordinating extended internal stakeholders throughout the sales cycle Deliver executive‑level, value‑based presentations tailored to senior decision‑makers and buyer personas Navigate complex, multi‑stakeholder buying environments and long, non‑linear sales cycles Own commercial strategy and negotiations, including pricing, deal structure, and expansion opportunities Serve as the primary customer point of contact and trusted advisor from pursuit through close Partner cross‑functionally to ensure smooth handoffs, successful delivery, and post‑sale expansion Stay current on market trends impacting AI infrastructure, data centers, power availability, and capacity growth Operate with a high degree of autonomy, ownership, and accountability in a fast‑growing environment Required Qualifications Bachelor's degree in Business, Engineering, Technology, or a related field (advanced degree a plus) 7-10+ years of experience selling complex infrastructure or technology solutions (data center, cloud, AI infrastructure, or adjacent markets) Proven ability to own and grow large, strategic, high‑value accounts Demonstrated success closing complex, long‑cycle pursuit deals Experience selling into large enterprises or operators with multi‑stakeholder, multi‑region buying environments Strong executive presence with the ability to influence C‑suite and senior decision‑makers Disciplined pipeline management and accurate forecasting History of consistent quota attainment or overachievement Highly self‑directed, adaptable, and comfortable leading in ambiguity Ability to lead extended, cross‑functional sales teams without direct authority Preferred Qualifications Experience selling into mission‑critical or regulated environments, such as data centers, energy, utilities, oil & gas, or industrial infrastructure Exposure to Fed/PubSec customers, with the ability to pursue clearance over time (not required initially) Familiarity selling compute, networking, or storage platforms, including AI‑adjacent or GPU‑based solutions Exposure to data center and AI infrastructure selling motions, with comfort engaging in high‑level discussions around capacity planning and platform evolution while relying on CE/VE teams for technical depth General familiarity with cloud platforms and enterprise infrastructure concepts, sufficient to engage credibly with buyers Experience with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message) Background in high‑growth or startup environments, where adaptability and ownership are essential Compensation & Benefits For U.S.

Based candidates:

To ensure fairness and transparency, the on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request). Benefits Medical, dental, and vision (subsidized cost) Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) Retirement plan options, including 401(k) and Roth 401(k) Unlimited paid time off (PTO) 14 paid company holidays per year #LI-Remote #LI-DA1 You're a Great Fit if You're A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you Equal Opportunity Statement At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time. Unsolicited Resumes and Candidates Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.