Senior Account Executive, Aerospace & Defense

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