Account Director - Federal

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.

DataRobot is looking for a driven, focused, and high-impact DoW/Intelligence Account Director with a strong understanding of Artificial Intelligence, enterprise-wide software technologies, and value-driven sales within the Department of War (DoW) and Intelligence sectors. We're seeking someone experienced in handling sophisticated selling situations with highly technical military, intelligence, and defense leaders, Senior Executive Service (SES) officials, Flag Officers, and impactful defense decision-makers.

As part of our Public Sector Sales team, you'll be comfortable selling our sophisticated analytics solution that empowers national security entities to tackle their most complex data science, threat intelligence, and mission-critical problems. You'll collaborate with our passionate team and industry leaders within the field of Defense Tech, Predictive Analytics, and AI-driven intelligence operations.

What does it take?:

• Build and drive strategic territory and account sales plans to meet and exceed quota across Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) agencies.
• Work closely with Defense & Intel Customer Facing Data Scientists to demonstrate operational mission value through technical proof of concept sessions and classified/unclassified evaluations.
• Deliver tailored presentations and demonstrations highlighting the tactical, strategic, and mission benefits of DataRobot in defense and intelligence environments.
• Maintain a deep understanding of key defense and intelligence agency trends, specialized defense/IC procurement processes, and competitive market dynamics.
• Practice effective, clear communication with executive leadership, defense agency stakeholders, intelligence community partners, and support staff.
• Provide regular reporting of pipeline and accurate forecasts through salesforce.com.

Is this You?:

• You have a BA/BS degree and a demonstrated ability to sell enterprise software into the Defense and Intelligence sectors while exceeding quotas.
• Deeply experienced selling into the Department of War (DoW), Department of Defense (DoD), and Intelligence Community (IC) ecosystems, with a proven track record of navigating defense/intel acquisition pathways, specialized contracting vehicles, and program offices.
• Experienced in selling AI/ML, advanced analytics, data platforms, or predictive intelligence software to defense and IC agencies.
• You have experience selling emerging technologies, winning new DoW/IC mission logos, building defense territories, and expanding high-impact national security accounts.
• You are trained in value-selling methodologies tailored to complex defense and intelligence procurements.
• You hold a proven track record of consistent overachievement of sales quotas within the Defense, DoW, and National Security domain.
• Active Security Clearance (Top Secret/SCI preferred, but not required) and a willingness to travel to military installations, defense command centers, and secure facilities (SCIFs) as needed is a plus.
• You are highly driven, energetic, confident, self-sufficient, self-motivated, and committed to success with a strong work ethic and deep dedication to the national security mission.
• Experience working in a defense- or intelligence-focused startup or fast-growing defense tech vendor is a bonus.

What you get in return:

• We move fast and reward hard work. We expect results, and we love doing the work we’re passionate about.
• Our employees have a voice in what we do! We continually challenge and support each other to find better, more robust solutions for customers and partners. After all, it’s our customers that make us tick!
• We like to have fun along the way! We genuinely like each other and enjoy spending time together at company outings.
• We’re global! We are an international company supporting international customers, and we know that regular collaboration across the globe is how the best ideas come about.
• We’re committed to building a company culture where every individual can bring their full impact and reach their fullest potential. Our mission is to build a diverse and inclusive environment where dedicated people of all cultures, perspectives, backgrounds, races, genders, religions, orientations, abilities, and ages can 10x their lives.

Compensation Statement

The U.S. annual on-target earnings (OTE) range for this full-time position is between $300,000 and $400,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

Use of Artificial Intelligence in Our Hiring Process

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy.