Account Executive, Defense (Orlando, FL)

About Schemata

At Schemata, we are transforming the $400 B virtual‑training and simulation market by fusing 3D computer vision, neural rendering and large multimodal models inside highly regulated industries. Our platform delivers photorealistic, intelligent 3D experiences, demanding robust spatial reasoning, high‑performance data pipelines and seamless integration between traditional graphics and AI‑driven perception.
Role Overview
We're seeking an Account Executive to grow Schemata's Army training and simulation business. We already have a contract vehicle, a presence in the Orlando ecosystem, and early traction. Your job is to turn that foundation into more orders across more program offices, and to open a new lane in autonomy test and evaluation. You'll work closely with our forward deployed engineering (FDE) team: together you scope the work, they build it, and you own the relationship and the paperwork that gets it funded. A signed order is a milestone, not the finish line.
What you do
Build sponsors and funded requirements across Army program offices, from first conversation through order and expansion Map the funding path on every pursuit: money type, budget line, funding document, signer, vehicle, and months to obligation Write the statements of work and cost volumes for your pursuits Develop an autonomy test-and-evaluation opportunity from a named champion to a first task order Embed with the Orlando training and simulation community: program offices, contracting offices, and industry teams Scope solutions with FDE so delivery starts from an accurate handoff, and stay involved through delivery Maintain pipeline discipline: keep the CRM current and report deal status honestly

Who you are

• Experience selling into, or working in, the Army's simulation, test, and training program offices
• Based in the Orlando area
• Fluent in Army acquisition and OTAs
• Able to walk the funding path on a past deal
• Able to write a SOW and a cost volume
• Familiar with pricing structures such as subscription plus usage plus services
• US citizenship and the ability to obtain and maintain a security clearance (or an active clearance)
• Who thrives here
• You have something to prove, and you take on hard problems when an easier one is open
• You start things without being asked, and you set your own standard above the one you were given
• You want to work with high performers and raise the bar for the team
• You take feedback well, give credit to others, and keep your focus on the job
• What success looks like
• (Directional, not exhaustive. Specific targets are set with your manager.)
• Named sponsors and funding lines at multiple Army program offices, early
• Funded orders at more than one office within the fiscal year
• A named champion and written requirement for autonomy test and evaluation, and a first task order after that
• A repeatable way to grow orders from one office to the next
• Nice to haves
• Ability to extend from training and simulation into autonomy test and evaluation and beyond
• Existing relationships with program offices that buy simulation or autonomy testing
• Military or DoW background (both veteran and civilian)
• Active security clearance
• Why Join Us?
• Meaningful equity stake in a high-growth, venture-backed defense tech startup, so you share in the upside you help create
• Comprehensive health coverage: medical, dental, and vision insurance
• Competitive salary that reflects your experience and track record
• 401(k) plan
• Paid parental leave
• High visibility and real impact: Collaborate with world-class engineers and researchers in a high-ownership environment.