Enterprise Account Executive, Commercial & Defense

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

📋 Description

• Identify and finalize agreements with leading manufacturers in both commercial and defense sectors.

• Develop and implement account strategies for a specific enterprise territory.

• Identify opportunities across various plants, business units, and product categories.

• Oversee the entire sales process, from prospecting and qualification to solution design, business-case formulation, negotiation, and securing orders/funded deployments.

• Construct ROI models utilizing data on throughput, labor, scrap, rework, and cycle times.

• Interact with buying committees ranging from shop-floor staff to executives, managing supporters, obstacles, and procurement workflows.

• Negotiate pricing, deployment timelines, acceptance standards, performance indicators, and multi-cell implementations with GTM Operations.

• Lead capture efforts for government contracts, including outlining requirements and developing teaming and prime partnerships.

• Align capture strategies, team collaboration, and program positioning with the Defense and Government division.

• Engage with clients at plant floors, shipyards, arsenals, depots, and controlled environments.

⛳️ Requirements

• A minimum of 8 years in enterprise B2B sales with a proven track record of meeting and exceeding quotas on intricate, long-cycle agreements.

• Established history of independently generating, managing, and closing complex enterprise opportunities valued at $1M or more.

• Experience in capital equipment or automation fields, including robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service.

• Familiarity with selling the RaaS model.

• Proficient in discussing cycle times, fixturing, part tolerances, and throughput, with the ability to identify when to engage Sales Engineering.

• Capacity to cultivate relationships and foster alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive teams.

• Skilled in translating operational challenges into financial and strategic business cases that yield measurable outcomes and ROI.

• Possess executive presence and the ability to adapt to both plant-floor and boardroom environments.

• Willingness to travel to customer locations approximately half the time.

• Comfort in a rapidly evolving environment with changing processes.

• A minimum of three years of experience selling to defense primes, shipbuilders, defense technology firms, their supply chains, or program offices.

• Understanding of defense procurement processes, including program offices and PEOs, prime subcontract flow-downs, IDIQ and OTA vehicles, SBIR and STTR pathways, DPA Title III, Office of Strategic Capital, and congressional allocations.

• Ability to forecast in line with appropriations, program milestones, and fiscal year timelines.

• Familiarity with ITAR, EAR, DFARS 252.204-7012, NIST SP 800-171, and CMMC regulations.

• Must be a U.S. citizen and capable of obtaining and maintaining a U.S. security clearance.

• Willingness to work within shipyards, arsenals, depots, and controlled areas, including adherence to badging, escort, and site-access protocols.

• Ability to coordinate capture strategies, team dynamics, and program positioning with the Defense and Government division.

• Compliance with U.S. export control laws and relevant federal regulations is required.

• Successful completion of a background check may be necessary.

🏝️ Benefits

• Complimentary daily lunch.

• Flexible paid time off.

• Extensive medical, dental, and vision insurance coverage.

• Six weeks of fully paid parental leave, plus an additional 6–8 weeks for birthing parents (totaling 12–14 weeks).

• 401(k) retirement savings plan with Empower.

• Attractive employee referral bonuses.