Account Executive, Public Sector (Defense)

Who we are

At Domino, we build software that helps the largest, AI-driven organizations build and operate advanced data science and AI solutions at scale. Our platform integrates a streamlined model development environment, MLOps capabilities, and novel features for collaboration, reuse, and reproducibility — all of which make data science teams more productive, reduce time to value, and ensure compliance. Our customers — like Johnson & Johnson, GSK, Bristol Myers, UBS, FINRA and the US Navy — are using our software to solve some of the most important challenges in the world, such as developing new medicines, securing our financial markets, or protecting our country. Backed by Sequoia Capital, Coatue Management, NVIDIA, Snowflake and other leading investors, we have been in business for a decade but are still a small team operating with the spirit of a startup. Especially in the world of AI today, we believe that the future is still being invented — and we want to be the ones building it. For more information, visit www.domino.ai

What we are building

Domino’s Public Sector vertical is new and growing. Our mission for the next stage of growth is to bring Domino’s industry-leading products and solutions to more public sector agencies to support their drive to increasingly adopt AI and data science.

We’re seeking an experienced Account Executive with deep expertise and experience selling complex, Enterprise-grade software within the Public Sector to join us in accomplishing this mission.

What your impact will be

• Build and manage a pipeline of 3-4x quota focused entirely on net-new Federal Defense Agencies
• Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies
• Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, Tech Alliance partners, VARs and creative approaches to break into accounts where you have no existing relationships
• Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities
• Orchestrate cross-functional resources (sales engineering, product, customer success, legal, security) effectively despite limited availability, ensuring each interaction adds maximum value to the sales process
• Navigate procurement, security, and legal reviews within large Federal agencies, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months

What we look for in this role

• 5-10 years sales experience, preferably selling Enterprise platforms into Public Sector Agencies. We are also open to Defense contractor & PubSec Federal System Integrator Capture Team backgrounds
• Understanding of Advanced Analytics space/ecosystem
• Proven track record of net-new logo acquisition, ideally having built territory from ground zero or expanded into new verticals with limited brand recognition
• Background navigating highly regulated sales environments including procurement processes, security reviews, vendor risk assessments, and compliance requirements specific to financial institutions
• Experience managing complex, multi-stakeholder sales cycles of 12-24 months involving mission stakeholders, business unit leaders, and technical evaluators across risk, compliance, operations, or technology functions
• History of selling in an underdog/challenger position - coming from a startup, scale-up, or smaller player ($10m - $50m ARR) where you had to out-hustle larger competitors and couldn't rely on brand name alone

What we value

• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply
• We value a growth mindset. High-performing creative individuals who dig into problems and see the opportunities for success
• We believe in individuals who seek truth and speak the truth and can be their whole selves at work
• We value all of you that believe improving is always possible. At Domino, everything is a work in progress – we can do better at everything
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company

#LI-Remote