Account Executive

What You'll Do

ARC is looking for a motivated Account Executive to help us win and grow customers across the joint force. Reporting to the VP of Growth, you will own a portfolio of accounts and opportunities, run the day-to-day work of moving customers from first conversation to demo to contract, and help turn pilots and exercises into repeat business.

If you have a couple of years of B2B sales experience, are a curious and persistent seller, and want to learn how defense technology is sold and funded, this is a strong next step. Military service is not required. We will teach you the acquisition landscape and the culture. What we need from you is drive, discipline, and genuine interest in the mission.

Role Responsibilities - How You Will Make an Impact

Prospecting & Account Development

• Identify and research target units, commands, program offices, and prime contractor partners that could benefit from ARC’s technology
• Build and manage your own outreach: calls, emails, introductions, and follow-ups
• Develop a working understanding of customers’ missions, budgets, and decision-makers so conversations are specific and credible
• Qualify opportunities and bring the right ones to the VP of Growth and the executive team

Opportunity & Pipeline Management

• Own opportunities from lead through demonstration, quote, and award, keeping the CRM accurate and current
• Maintain a healthy pipeline and give clear, honest forecasts of timing and probability
• Track customer funding paths and contract vehicles with the growth and contracts team
• Prepare quotes and pricing packages using approved rates, in coordination with Finance and Contracts

Customer Engagement & Demonstrations

• Support product demonstrations, field exercises, and customer events, working with engineers and field support to make them successful
• Translate customer feedback into clear notes for Engineering and Product
• Build trusted relationships with users, operators, and decision-makers at every level
• Follow up after events to convert interest into next steps

Capture & Growth Support

• Support capture planning and proposal work by gathering customer information, tracking deadlines, and drafting sections as directed
• Help build account plans for priority customers
• Share competitive and market intelligence with the growth team

Team & Learning

• Work closely with the VP of Growth, the CTO and engineering team, program management, and field operations
• Take part in pipeline reviews and weekly growth meetings
• Complete required security, CUI, and export control training and handle sensitive information responsibly

Relevant Skills and Experience

• 2+ years of B2B sales, business development, or customer-facing account management experience
• A track record of generating pipeline, closing deals, or meeting targets
• Strong written and verbal communication, including comfort presenting to technical and non-technical audiences
• Experience with a CRM (HubSpot, Salesforce, or similar) and good pipeline discipline
• Self-starter who is organized, persistent, and coachable
• Willingness to travel [20–30]% to customer sites, exercises, and events, with schedules shared as far in advance as possible

Bonus Points

• Experience selling technology, hardware, or complex solutions
• Exposure to government, defense, or public-sector sales or federal contracting
• Familiarity with SBIR/STTR, OTAs, or other defense acquisition pathways
• Bachelor’s degree in business, communications, a technical field, or equivalent experience
• Active or previously held security clearance