Senior Account Executive, Aerospace & Defense

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

📋 Description

• Take ownership of the entire sales cycle for new and expansion opportunities within the US aerospace and defense sector.

• Develop and sustain a robust, self-sourced pipeline through outbound prospecting, participation in industry events, and partner referrals.

• Manage intricate, multi-stakeholder deals from initial discovery to negotiation and closing.

• Cultivate an in-depth understanding of the aerospace and defense customer landscape, including key accounts, personas, procurement dynamics, and competitive positioning.

• Collaborate with Pre-Sales, Customer Success, and Solutions Engineering to provide compelling evaluations and ensure seamless transitions.

• Gather and disseminate field intelligence to Product, Marketing, and Sales leadership to guide roadmap and go-to-market strategies.

• Act as a resource and sounding board for less experienced Account Executives, sharing strategies, lessons learned, and best practices.

• Assist in the creation of vertical-specific sales materials, presentation scripts, and competitive insights.

⛳️ Requirements

• 8-10+ years of B2B SaaS sales experience, with proven success in meeting or exceeding quotas in complex, multi-stakeholder transactions.

• Extensive knowledge of the aerospace and defense industry, including procurement processes, compliance regulations, and operational workflows.

• Proven ability to manage the entire sales cycle from prospecting to closing, including contract negotiations.

• Strong discovery and consultative selling abilities, capable of connecting customer challenges to measurable business outcomes.

• Comfortable working in a fast-paced, early-stage environment where you help shape the playbook as much as you adhere to it.

• Based in the US with the capability to travel to customer locations as required.

🏝️ Benefits

• Direct influence on product development and company culture.

• Ownership stakes in the company.

• Comprehensive 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 along with an unlimited vacation policy.

• Virtual company events and social hours.

• Subsidies for fitness activities.

• A dog-friendly office environment.