Dynamo AI — Federal Account Executive

Type: Full-time | Remote (Washington, D.C. / Northern Virginia area required) | Virginia, US · Washington, D.C. Compensation: Base $100,000–$150,000 · OTE $200,000–$300,000 + Competitive Equity Hiring count: 1 Visa sponsorship: None available — U.S. citizenship required Reports to: Federal Implementation Leader

About Dynamo AI

Dynamo AI (YC W22) is an AI governance and cybersecurity company protecting the world's most advanced LLM deployments. It delivers auditable AI guardrails, hallucination checks, red-teaming, and observability so organizations can productionize AI with confidence. Backed by 40 of the top 100 banks and led by two Forbes 30 Under 30 founders, Dynamo serves Fortune 500 customers including PayPal, Experian, and BlackRock, and supports customers of OpenAI, Anthropic, and Perplexity. On the federal side, Dynamo holds a seven-figure Direct-to-Phase 2 contract with the U.S. Army and works directly with the Army's AI Ops team, the working group integrating AI systems across the force.

Founded: 2021 | Team size: 11–50 | Stage: Series A | Total funding: Not disclosed Industry: AI Tools / AI governance & cybersecurity Website: https://www.dynamo.ai/ Office: Remote (D.C. / Northern Virginia area required)

Why Candidates Should Join

• Own the federal GTM from zero: Build Dynamo's entire federal sales motion from the ground up — pipeline development, capture campaigns, and deal closure across DoD and the Intelligence Community.
• Real traction to sell into: A seven-figure Direct-to-Phase 2 Army contract and direct work with the Army's AI Ops team give an immediate beachhead to expand from.
• World-class backing and advisors: 40 of the top 100 banks, two Forbes 30 Under 30 founders, and direct access to advisors including a former Air Force Chief AI Officer and a former Canadian Defense Minister.
• Comp upside: $200K–$300K OTE plus competitive equity, with ground-floor ownership of the federal book.

Intake Call Summary

• No text transcript available. Contrario provides an Intake Video only (not transcribed here). Recommend watching before scoring/submitting for any nuance beyond the written role page.

The Role

As Federal Account Executive, you'll build Dynamo's federal sales motion from the ground up — owning pipeline, capture campaigns, and deal closure across the Department of Defense and Intelligence Community. You'll report to the Federal Implementation Leader and work without SDR support. This is not a civilian-agency role; Dynamo's two federal beachheads are the Army and Air Force, and the ideal candidate has sold software or cybersecurity products directly into one or both.

What You'll Be Doing

• Build federal pipeline from scratch — identify, research, and pursue new opportunities across DoD and IC agencies through cold outreach, SAM.gov, conferences, and procurement boards
• Lead capture campaigns end-to-end — pipeline development, positioning, teaming, proposal development, and contract execution
• Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations including DIU and AFWERX
• Craft compelling, compliant responses to RFPs/RFIs via SAM.gov in partnership with solutions engineering and product
• Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines
• Close complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships
• Network relentlessly at federal cybersecurity and AI events, building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond
• Bring market feedback to leadership to shape Dynamo's federal strategy, positioning, and partnerships

Tech stack: N/A (federal enterprise sales role)

Nice-to-Have (role body)

• Existing network within DoD, Army, Air Force, or IC
• Startup-after-large-company path (ideal: large company startup large company startup)
• Knowledge of AI/ML infrastructure, LLMs, or data security frameworks
• Active or pathway to U.S. Secret or Top Secret/SCI clearance
• Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions

Requirements

• 5–10 years federal government sales experience
• Proven track record closing seven-figure federal deals
• Deep knowledge of FAR/DFARS, OTA, and DoD acquisition processes
• Established network in DoD, defense innovation, or federal civilian agencies
• U.S. citizenship required, background check required
• Direct DoD/IC (non-civilian) selling experience into the U.S. Army, Air Force, or IC — civilian-only backgrounds will not be considered
• Working knowledge of SBIR/STTR and the DoD budgeting cycle (alongside FAR/DFARS and OTA)
• Track record of building pipeline from scratch and closing seven-figure deals without SDR support
• Able to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes
• Excellent written and verbal communication; experience briefing senior leaders and building consensus
• Based in the Washington, D.C. / Northern Virginia area; available for events and meetings on an impromptu basis
• Willingness to travel 25–30%

Green Flags

• Active network within DoD, Army, or Intelligence Community
• Has closed seven-figure deals with federal agencies independently
• Experience responding to RFPs/RFIs for AI or cybersecurity solutions
• Active or pathway to Secret/Top Secret SCI clearance
• Prior startup experience, comfortable with autonomy and fast-moving environments

Red Flags

• Cannot pass a U.S. citizenship or background check requirement
• No experience navigating federal acquisition processes (FAR/DFARS, OTA)
• Needs heavy SDR or marketing support to build pipeline independently

Role Details

Salary Base $100,000–$150,000 · OTE $200,000–$300,000EquityCompetitive (percentage not disclosed)On-site policy Remote; D.C. / Northern Virginia area required; 25–30% travel Visa sponsorship None available — U.S. citizenship required Employment type Full-time Location Virginia, US · Washington, D.C.

Screening Questions

None listed on the Contrario role page.

Interview Process

Stage 1 — Pending Approval — Candidates awaiting initial approval. Stage 2 — Intro CallStage 3 — Mock CallStage 4 — Call with Head of SalesStage 5 — Call with CEOStage 6 — Final Case StudyStage 7 — Offer ExtendedStage 8 — Hired — Candidate accepts and starts.