Account Executive Aerospace and Defense
Posted Updated
Description
You will own a named portfolio of aerospace and defense accounts and lead enterprise sales cycles from pipeline development through evaluations, procurement, and closing. You will conduct consultative technical sales conversations, build multi-year account plans, guide customers on AI-driven development adoption, and develop relationships with systems integrators, cloud providers, and delivery partners.
Responsibilities
- Own aerospace and defense accounts and lead enterprise sales cycles from pipeline development through closing
- Manage evaluations, pilots, procurement, and multi-stakeholder deals
- Build multi-year account plans, forecasts, pipeline tracking, and sales plans
- Lead technical conversations on infrastructure, SDLC, CI/CD, DevSecOps, and deployment options
- Guide customers on integrating Factory's Droids into cloud, on-premises, and air-gapped workflows
- Customize solutions with sales leadership, product, engineering, and security teams
- Cultivate relationships with systems integrators, cloud providers, and delivery partners
- Educate customers on AI-driven development tools, security, compliance, ROI, and adoption
- Drive expansions and renewals and share market intelligence with product and marketing
Requirements
- 7+ years of sales experience
- 4+ years selling technology into the aerospace and defense industry
- Experience managing complex sales cycles from start to finish
- Experience navigating commercial and government procurement and selling through or alongside systems integrators and resellers
- Strategic selling expertise, including executive relationship management and multi-year account planning
- Technical aptitude across infrastructure, SDLC, enterprise IT deployments, CI/CD, DevSecOps, cloud, and on-premises environments
- Working knowledge of ITAR/EAR, DFARS, CMMC, and NIST SP 800-171
- Strong interpersonal and communication skills
- Established relationships within defense primes, defense technology companies, and the systems integrator ecosystem