Account Executive, Aerospace and Defense

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a designated portfolio of Aerospace and Defense accounts and oversee enterprise sales processes from start to finish.

• Generate sales pipeline, manage evaluations and pilot programs, navigate through procurement processes, and close deals involving multiple stakeholders.

• Provide advice to CIOs, CTOs, Chief AI Officers, engineering leaders, Chief Engineers, program managers, and business development and capture teams.

• Align business value and IT modernization priorities with Factory's platform offerings.

• Develop multi-year account strategies that correspond with federal purchasing cycles.

• Ensure accurate forecasting, pipeline management, and sales planning.

• Lead credible discussions regarding infrastructure modernization, the Software Development Life Cycle (SDLC), Continuous Integration/Continuous Deployment (CI/CD), DevSecOps, code reviews, testing, and release pipelines.

• Assist Aerospace and Defense engineering teams in integrating Factory's Droids in cloud, on-premises, and air-gapped environments.

• Collaborate with sales leadership, product development, engineering, and security teams to tailor solutions to client needs.

• Cultivate relationships with systems integrators, cloud service providers, and delivery partners.

• Educate clients about AI-driven development tools, risk management, security, compliance, engineering outcomes, and return on investment (ROI).

• Propel customer expansion initiatives and manage renewal processes.

• Provide market intelligence insights to product and marketing teams.

⛳️ Requirements

• A minimum of 7 years of sales experience, with at least 4 years focused on technology sales within the Aerospace and Defense sector.

• Demonstrated success in meeting and surpassing sales objectives.

• Practical experience navigating both commercial and government procurement in the Aerospace and Defense industry.

• Experience selling in collaboration with systems integrators and resellers.

• Expertise in strategic selling, encompassing the ability to build multi-threaded relationships with executives and develop long-term account plans.

• Exceptional technical understanding of infrastructure, the Software Development Life Cycle (SDLC), and enterprise IT deployments.

• Proficient knowledge of CI/CD, DevSecOps, cloud and on-prem environments, and large-scale modernization of legacy systems and mission-critical applications.

• Familiarity with ITAR/EAR, DFARS, CMMC, and NIST SP 800-171 regulations.

• Strong interpersonal and communication capabilities.

• Established connections within defense primes, defense technology firms, and the systems integrator ecosystem.

• Capacity to excel in a dynamic, fast-paced startup setting.

• A genuine passion for AI, software development, and the defense mission is a plus.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and continuous learning.

• Flexible working arrangements to promote work-life balance.

• Collaborative and innovative work environment.