Field Account Executive – Defense

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Develop and manage Flow's go-to-market strategy in the defense sector.

• Oversee the entire sales process, from prospecting and discovery to closing deals.

• Identify, qualify, conduct discovery sessions and demonstrations, navigate procurement and security evaluations, negotiate, and finalize new business.

• Build and oversee a portfolio encompassing engineering organizations, hardware firms, and aerospace/defense clients.

• Handle intricate, multi-threaded deals involving technical, executive, and procurement stakeholders.

• Create and implement account plans aimed at securing initial contracts and fostering growth over time.

• Collaborate with product and engineering teams to communicate customer insights and shape the development roadmap.

• Acquire a thorough understanding of Flow's platform and the technical workflows of customers, including AI agents that support systems engineering.

• Represent Flow at industry events, conferences, and client meetings.

• Work alongside leadership to enhance positioning, pricing, and go-to-market strategies.

• Expected to travel 30–50% of the time.

⛳️ Requirements

• A minimum of 5 years of sales experience.

• At least 3 years of experience in closing deals within B2B SaaS, preferably targeting technical or engineering buyers.

• Proven history of consistently meeting or surpassing quotas on large, complex transactions.

• Experience managing lengthy, multi-stakeholder enterprise sales processes involving technical, executive, and procurement audiences.

• Proficient in selling six- and seven-figure contracts.

• Experience with formal procurement, security, and legal reviews.

• Strong skills in discovery and consultative selling.

• Ability to thrive in a high-ownership, fast-paced environment where processes are developed on-the-fly.

• Familiarity with engineering, PLM, or requirements management tools is advantageous.

• Must be legally authorized to work in the United States.

🏝️ Benefits

• Significant equity opportunities.

• Comprehensive health insurance.

• Dental insurance.

• Vision insurance.

• Flexible time off policy.

• Support for ongoing education and development.

• Assistance in staying updated with the AI ecosystem.