Senior Account Executive, Aerospace & Defense
Own full sales cycle for net-new and expansion deals in the US aerospace & defense vertical. Build pipeline, lead complex multi-stakeholder sales, and act as a vertical expert and mentor within an early-stage B2B SaaS company.
About the job
Key Responsibilities
- Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical
- Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals
- Lead complex, multi-stakeholder deals from discovery through negotiation and close
- Develop deep knowledge of the A&D customer landscape including key accounts, personas, procurement dynamics, and competitive positioning
- Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs
- Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy
- Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices
- Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance
Requirements
- 8-10+ years of B2B SaaS sales experience, with a track record of meeting or exceeding quota in complex, multi-stakeholder deals
- Deep familiarity with the aerospace and defense industry, including procurement processes, compliance environments, and operational workflows
- Experience managing a full sales cycle from prospecting through close, including contract negotiation
- Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes
- Comfortable operating in a fast-moving, early-stage environment where you help shape the playbook as much as you follow it
- US-based with ability to travel to customer sites as needed
Nice-to-Haves
- Experience in manufacturing environments or MES-adjacent industries
Benefits
- Company equity
- Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K)
- Flexible work schedule and unlimited vacation policy
- Fitness subsidies
Skills
B2B SaaS Sales, Enterprise Sales, Account Management, Pipeline Generation, Contract Negotiation, Consultative Selling, Discovery Skills, Aerospace & Defense Industry Knowledge, Multi-Stakeholder Deal Management, Sales Strategy
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