About Gallatin

At Gallatin, we are rebuilding logistics infrastructure for the national security missions of the United States and allied partners. We build AI systems that determine how logistics decisions are made — not just how they're executed. From factory to foxhole, we operate at the layer where data becomes decisions, and decisions make the advantage.

About the Role

As a Senior Account Executive at Gallatin, you'll identify, shape, and advance mission-aligned growth opportunities across the federal defense, national security, and adjacent commercial markets. The role sits at the intersection of customer discovery, operational problem framing, solution positioning, capture support, and partner coordination.

This role requires understanding how military and government customers define mission problems, how acquisition pathways mature, how operational requirements translate into funded opportunities, and how Gallatin’s Navigator platform can be positioned against priority workflows in sustainment, logistics, mobility, readiness, and mission planning. Reporting to the Head of Business Development, you will own a defined portfolio — building qualified pipeline, developing customer and partner relationships, shaping early opportunities, supporting capture activities, and ensuring Gallatin’s external growth motion stays grounded in real mission needs.

We are hiring against multiple portfolios now and expect to open additional Account Executive seats as the year progresses. Portfolios are aligned to the markets where Gallatin can move the most logistics readiness in the shortest time:

Army / SOCOM / Navy — service-level commands, program executive offices, operational units, and the formations that move and sustain the force.

DLA / GSA / TRANSCOM / AMC — the joint and enterprise sustainment, mobility, and acquisition organizations that run U.S. logistics at scale.

Federal civilian (non-DoD) — State Department, DHS (including FEMA), DOE, and adjacent civilian agencies whose missions hinge on resilient logistics.

Commercial — large logistics-heavy industry and the technology enablers that move freight, fuel, parts, and people for the U.S. economy.

You are an experienced operator with deep relationships, sharp commercial instincts, and a credible track record of advancing complex enterprise pursuits inside at least one of these portfolios. You bring fluency in AI, data, SaaS, and enterprise software — enough to hold your own in a technical conversation, and enough to translate operator problems into commercial pathways. You are equally at home in a SCIF, a logistics command operations center, a Capitol Hill office, or a Fortune 100 boardroom.

What You'll Do

Mission and Market Development

Identify priority mission areas, customer organizations, program offices, operational units, and acquisition pathways where Gallatin can create measurable mission value.

Develop account and territory plans across target defense, federal, and commercial customers — including stakeholders, mission owners, technical evaluators, contracting paths, budget signals, partner dependencies, and likely barriers to adoption.

Translate operational pain points into clear opportunity narratives that connect customer mission needs to Navigator’s decision support, planning, logistics, sustainment, and workflow capabilities.

Track emerging requirements, solicitations, SBIR/STTR opportunities, OTA activity, prototype programs, exercises, experiments, and partner-led pursuits relevant to Gallatin’s growth strategy.

Customer Discovery and Relationship Development

Conduct structured customer discovery with operators, planners, logisticians, acquisition personnel, program managers, and technical stakeholders.

Develop and maintain relationships with government users, transition partners, system integrators, primes, advisory networks, and ecosystem stakeholders.

Prepare for and support customer meetings, capability briefings, technical exchanges, industry days, conferences, demonstrations, and follow-up actions.