# Account Executive - Defense & Government

**Company:** [NODA AI](https://hotfix.jobs/companies/noda-ai)
**Location:** Remote
**Role:** Account Executive
**Experience:** 8+ years
**Skills:** Dod Sales, Government Contracting, Ota, Idiq, Far Vehicles, Sbir/Sttr, Capture Planning, CRM, Pipeline Management, Proposal Development
**Posted:** 2026-06-25

> Quota-carrying Account Executive driving new business and account growth with US defense and federal customers. Owns full sales lifecycle from prospecting through contract award for complex defense tech solutions.

## Job Description

## 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

## Similar roles

- [Senior Sales Executive](https://hotfix.jobs/jobs/ab9085ea-901a-45f0-b8d5-4320ff6338b6) - Gradient AI - Remote
- [Strategic Account Executive, Digital Native Business – Cybersecurity](https://hotfix.jobs/jobs/3201eb29-a917-41b4-9f76-eeed3c4b78bc) - Anthropic - San Francisco, CA - $380k – $450k/yr
- [Manager, Account Executive - Enterprise Sales](https://hotfix.jobs/jobs/776c5cdd-b8ce-4775-bfb0-16fadef0bda8) - Anthropic - San Francisco, CA - $435k – $550k/yr
- [Account Executive – Entertainment](https://hotfix.jobs/jobs/0466654e-415c-44e6-a2bb-2551bca17dd5) - Luma AI - Los Angeles, CA - $100k – $150k/yr
- [Account Executive](https://hotfix.jobs/jobs/7e190f7e-c218-488e-ad4c-b8384f686017) - Paragon AI - Remote - $150k – $300k/yr

**Apply:** https://hotfix.jobs/jobs/56cf9cef-a39c-4d19-8496-87753dcfb3a0
**Canonical:** https://hotfix.jobs/jobs/56cf9cef-a39c-4d19-8496-87753dcfb3a0