Sales Account Executive

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

📋 Description

• Promote Edge Case products and services to both commercial and defense clientele.

• Act as the main contact for clients, ensuring alignment of solutions with their business objectives.

• Collaborate with system safety engineers, product managers, and leadership to market and deliver products and services.

• Secure new business opportunities and meet sales quotas.

• Take ownership of annual booking targets for Guardian software subscriptions and integrated assurance programs from the initial meeting to contract signature.

• Target sales efforts within the defense and commercial autonomy sectors.

• Manage the complete sales cycle, encompassing prospecting, qualification, technical discovery, solution definition, pricing, negotiation, and contract finalization.

• Broaden existing accounts and promote land-and-expand strategies, multi-year renewals, and recurring revenue streams.

• Oversee the sales pipeline in Salesforce, ensuring accurate forecasting.

• Draft client proposals and detailed reports.

• Showcase products and services to potential clients.

• Convert technical capabilities into business value, ROI scenarios, and compelling value propositions.

• Juggle multiple accounts, sales cycles, and internal reporting responsibilities.

• Serve as a liaison between the company and clients to facilitate onboarding and enhance customer satisfaction.

• Gather market insights and identify trends to guide growth and sales strategies.

⛳️ Requirements

• Must be authorized to work in the United States; candidates needing sponsorship for a work-authorized visa will not be considered.

• Proven track record as a closer with documented bookings and successful deal closures.

• Experience within the Autonomous Vehicle (AV) Industry.

• Background in complex solution and systems integration sales.

• Technical fluency in collaboration with system safety engineers, software developers, and integration teams.

• Proficient use of Salesforce, structured qualification methods, and dependable forecasting skills.

• Excellent relationship-building, presentation, negotiation, conflict-resolution, and communication abilities.

• Capable of conveying technical information to non-technical audiences.

• Experience in crafting value propositions for emerging technologies.

• Bachelor’s degree or higher in a technical or business-related discipline, or equivalent experience.

• Proven experience in leading and fostering trust within a rapidly growing startup environment.

• Ability to engage with product developers, system safety engineers, software developers, marketing, and operations teams.

• Minimum of 5 years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services.

• Documented success in meeting quotas and personally managed closed-won deals.

• Preference for military veterans with post-service commercial sales experience.

• Knowledge of Department of War and DoD procurement processes preferred.

• Background in the US defense sector and/or DoD procurement procedures preferred.

• Established networks within the AV, aviation, missile, maritime, or space industries preferred.

• Familiarity with UL 4600, ISO 26262, MIL-STD-882E, or DO-178C preferred.

• Experience with export-controlled programs and ITAR-regulated settings preferred.

• Sales experience within a fast-growing startup or scale-up environment preferred.

🏝️ Benefits

• Competitive salary.

• Medical, Dental, Vision, and Life Insurance.

• Short-Term and Long-Term Disability coverage.

• 401(k) matching.

• Flexible Spending Accounts.

• Parental Leave.

• Paid time off.

• Holiday pay.

• Opportunities for professional development and growth.

• Approximately 25% travel to customer locations, conferences, and trade shows.