Senior Account Executive, Aerospace & Defense

About you

You’re a tenured B2B SaaS seller who knows the aerospace and defense space inside and out, including the buyers, the compliance constraints, the long sales cycles, and what it actually takes to close. You thrive on owning a vertical end-to-end: building pipeline, navigating complex multi-stakeholder deals, and sharing what you’ve learned with the people around you. You’re energized by working at the intersection of cutting-edge technology and one of the most demanding manufacturing environments in the world.

What skills or experience do I need?

• 8-10+ years of B2B SaaS sales experience, with a track record of meeting or exceeding quota in complex, multi-stakeholder deals
• Deep familiarity with the aerospace and defense industry, including procurement processes, compliance environments, and operational workflows
• Experience managing a full sales cycle from prospecting through close, including contract negotiation
• Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes
• Comfortable operating in a fast-moving, early-stage environment where you help shape the playbook as much as you follow it
• US-based with ability to travel to customer sites as needed

Key Responsibilities

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical
• Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals
• Lead complex, multi-stakeholder deals from discovery through negotiation and close
• Develop deep knowledge of the A&D customer landscape. Think key accounts, personas, procurement dynamics, and competitive positioning
• Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs
• Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy
• Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices
• Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance

Key Collaborators

• Pre Sales Engineering
• Solutions Engineering
• Customer Success & Adoption
• Product Marketing
• GTM & Enablement

Working At Tulip

• Direct impact on product and culture
• Company equity
• Competitive 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 and unlimited PTO