Account Executive - Defense & Government

Key Responsibilities

• End-to-end ownership of the sales cycle, including prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close.
• Build and maintain trusted relationships with DoD program offices, Program Managers, primes, and systems integrators.
• Lead and coordinate capture efforts, including win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs.
• Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting.
• Represent NODA at customer briefings, technical demos, industry events, and partner meetings.
• Provide market and competitive intelligence to product, engineering, and GTM teams.
• Mentor and coordinate with junior BD staff to scale capture execution.

Required Qualifications

• US Citizen (required), with the ability to obtain a security clearance.
• 8+ years winning new business with US defence customers, including time carrying a quota at a defence-tech company, prime, or integrator.
• Demonstrated success closing deals from the mid-six figures into the millions.
• A service or mission area owned end-to-end (Navy, Army, Air and Space Forces, SOCOM, or a combatant command).
• Deep familiarity with how program offices, primes, and integrators operate in that lane.
• Fluent in how the government actually buys, with pursuit experience across OTA, IDIQ, SBIR/STTR, and FAR vehicles.
• Strong briefer, able to translate technical capability into mission impact for both an O-6 and a CEO.
• Willingness to travel for customer engagements and demonstrations (up to 40-60%).

Preferred Qualifications

• Prior experience at a defence tech company, prime, or systems integrator.
• Domain knowledge in unmanned systems, ISR, C2, autonomy, or related mission software.
• Prior experience managing capture for OTA, IDIQ, and FAR proposals and teaming arrangements.

Skills and Attributes

• Strategic thinker with a hunter mentality and rigour for process.
• Strong collaborator, able to coordinate cross-functional teams in high-intensity capture cycles.
• Highly organised with excellent CRM and pipeline hygiene habits.
• Persuasive storyteller who translates technical capabilities into mission impact.
• Resilient, pragmatic, and customer-centric.

Compensation & Benefits

• Hybrid work environment
• Competitive pay
• Flexible time off
• Generous PTO policy
• Federal holidays
• Generous health, dental, and vision benefits insurance
• Free One Medical membership
• Travel support