Account Executive Jobs in Springfield, VA (NOW HIRING)

BLACKBIRD.AI protects organizations from narrative attacks created by misinformation and disinformation that cause financial and reputational harm. Our Constellation AI-driven Narrative Intelligence Platform identifies key narratives that impact organizations and governments, the influencers behind them, the networks they touch, the anomalous bot behavior that scales them, and the cohorts and communities that connect them. This information enables organizations to proactively understand narrative threats as they scale and become harmful, for better strategic decision-making. A diverse team of AI experts, threat intelligence analysts, and national security professionals founded Blackbird.AI to defend information integrity and fight a new class of narrative threats.

As an Account Executive, you'll report to the CRO. You'll run a full-cycle sales motion - prospecting, qualifying, and closing new business while expanding a book of accounts - selling Blackbird.AI's Narrative and Risk Intelligence Platform to security, communications, marketing, and risk leaders.

You'll partner closely with Product, Partnerships, Marketing, Solutions Engineering, and Customer Success to continuously feed back on our messaging, positioning, and roadmap.

As the Account Executive, you'll have the chance to:

• Own a full-cycle sales process for new-customer acquisition and expansion, from prospecting and discovery through close.
• Lead multi-stakeholder deals using a consultative, relationship-driven approach with buyers across security, communications, brand, and risk functions.
• Learn the platform deeply and align Blackbird.AI's AI-driven capabilities to each client's most strategic brand, communications, and risk needs - translating sophisticated technology into clear business value.
• Build and maintain a balanced pipeline of multiple opportunities against quarterly and annual growth targets.
• Maintain forecast truth: keep an accurate, honest forecast and a current CRM at all times. Commit, best-case, and pipeline categories mean what they say, at-risk deals are surfaced early rather than late, and leadership can plan on your number. Forecast integrity is a core measure of performance in this role, weighted alongside quota attainment.
• Handle data responsibly: manage all prospect and customer data in compliance with Blackbird.AI's data protection, privacy, and security policies and applicable regulations (e.g., GDPR, CCPA). Capture, store, and share information only in approved systems and strictly on a need-to-know basis, and complete required security and compliance training.
• Share field and customer feedback with Product, Marketing, and Solutions Engineering to sharpen our messaging, positioning, and roadmap.
• Represent Blackbird.AI at relevant industry events and conferences.

Requirements

We're looking for a driven, results-oriented Account Executive who enjoys winning and knows how to close. You care about outcomes, not just activity, and you're motivated by real earning potential tied to performance.

This role rewards someone who goes beyond good meetings and polite interest. You'll build genuine urgency, guide complex deals to a clear decision, and engage senior executives with the confidence of a trusted advisor rather than a vendor.

You'll pair strong instincts with preparation and commercial judgment - understanding what's driving the buyer, where a deal might be stuck, who holds influence, and how to move things forward while keeping trust intact.

You'll operate with speed and ownership. When a deal stalls, you'll work out why. When a stakeholder goes quiet, you'll find a way back in. When the path to close isn't obvious, you'll create one.

You'll thrive here if you:

• Are competitive and genuinely enjoy winning.
• Want to be measured by revenue, not just activity.
• Are energized by ambitious targets and meaningful upside.
• Build credibility and rapport with senior decision-makers.
• Know how to create urgency and ask for commitment.
• Follow up consistently and keep deals moving.
• Navigate complex buying committees and organizational dynamics with ease.
• Take ownership of your pipeline, forecast, and outcomes.
• Want uncapped earning potential and expect to earn more when you outperform.
• Enjoy helping build the commercial process while carrying a real number.

This role may not be the right fit if you:

• Prefer constant direction or a fully built playbook.
• Prefer to avoid negotiation or direct commercial conversations.
• Are comfortable leaving deals with soft next steps or vague buyer interest.
• Prefer not to be measured directly on revenue outcomes.

You build qualified pipeline, create real customer urgency, and advance deals through clear commitments while maintaining an accurate forecast and consistently closing new ARR. You become known as the person who creates momentum and raises the commercial standard - finding a way to win without compromising customer trust or company integrity.

You'll be measured on results - pipeline generated and quota attainment - and held to the standards that keep our forecast honest and our data clean. Current standards:

• Keep 95% of open opportunities either updated within the last two weeks or carrying a meaningful next step with a future due date.
• Capture notes (AI-generated or detailed manual) on at least 90% of meetings.
• Reply to at least 85% of prospect emails within 8 business hours.

You'll have a modern stack built to help you sell smarter and move faster: a revenue-focused Marketing, Intelligence, and Product team; Salesforce and HubSpot for pipeline and CRM visibility; ABM platforms and campaigns to target the right accounts with precision; Lemlist for outbound sequencing; Gong for call intelligence and deal insight; and more. These tools are here to sharpen your instincts and remove friction - not replace your judgment.

• 3+ years selling B2B software/SaaS in a fast-paced, competitive market, with a track record of meeting or exceeding quota.
• A proven ability to discover, build, and close net-new business and to expand existing accounts.
• Experience selling into or alongside security, risk, communications, marketing, or brand buyers (a plus).
• Disciplined forecasting and CRM hygiene - you treat forecast accuracy as part of the job, not an afterthought.
• Sound judgment handling sensitive and confidential data responsibly and in line with policy.
• Tech and AI savvy - fluent with modern sales and productivity tools, comfortable demoing a technical SaaS platform, and conversant in AI concepts enough to speak credibly with technical buyers and explain how our AI-driven intelligence creates value.
• Hands-on with AI tools - you actively use AI tools (e.g., Claude, ChatGPT) in your day-to-day sales workflow to research accounts, prep for calls, personalize outreach, and draft follow-ups, and you can show how AI makes you faster and sharper. You're quick to adopt new tools as they emerge.
• Strong discovery, storytelling, and presentation skills - you can make a complex solution feel clear and compelling to any audience.

• BS/BA in a technology-related field, or equivalent experience.
• B2B, AI, and/or startup experience (Seed through Series C).
• Familiarity with narrative intelligence, threat intelligence, brand risk, or disinformation-adjacent categories.

We've outlined specific skills, experience, and requirements for this position, but don't stress if you don't meet every single one. Our Talent Team is dedicated to discovering exceptional individuals, and they might identify a relevant aspect of your background that suits this role or another opportunity within Blackbird.AI.

If you have passion for the role, please still apply.

Benefits

At Blackbird.AI, our core values shape how we work and make decisions. Our values inspire us to be authentic and continue improving.

We embrace a strong sense of responsibility to society, recognizing the vital role our services play in empowering governments, communities, and individuals to foster critical thinking and empowerment. We believe in integrating personal and professional lives with societal needs, emphasizing the importance of creating an environment that attracts top talent and provides substantial growth opportunities. We are motivated by the potential of science and technology to impact humanity positively.

• Competitive compensation package, 401(k), and equity - everyone has a stake in our growth!
• Comprehensive health benefits for you and your loved ones, including wellness days and monthly wellness reimbursements, plus a generous vacation policy that encourages you to take the time you need - we trust you to strike the right work/life balance!
• A flexible work environment with opportunities to collaborate with your team in person - you can have it all!
• Inclusion and Impact - soar to new heights!
• Professional development stipend - never stop learning!

We are only able to hire candidates currently residing in the U.S. and specifically within the Northeast region. Unfortunately, we cannot offer visa sponsorship for this role. Applicants must be legally authorized to work in the U.S. without future sponsorship. Candidates applying for this position should meet the residency requirement and be able to provide proof of U.S. work authorization.

For individuals assigned and/or hired to work in (New York or Washington D.C.), Blackbird.AI is required by law to include a reasonable estimate of the compensation range for this role. This compensation range is specific to New York. It takes into account the wide range of factors that are considered in making compensation decisions, including, but not limited to, skill sets, experience and training, licensure and certifications, and other business and organizational needs. At Blackbird.AI, it is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current compensation range for this position is expected to be $110,000-$150,000 base. This range may vary for positions outside of New York and as it has not been adjusted for the applicable geographic differential associated with the location where the position may be filled.

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Equal Opportunity Employer