Senior Account Manager, Aerospace & Defense

Accountabilities

• • Develop and execute sales strategies for existing and prospective Aerospace & Defense customers across the assigned territory, with a particular focus on UAS applications.
  • Partner with Field Application Engineers to present and sell sophisticated software solutions and engineering services to technical and business stakeholders.
  • Proactively generate new opportunities through prospecting, cold calling, networking, partner relationships, industry events, and targeted account development.
  • Meet with customers onsite to understand their technical requirements, business challenges, and strategic priorities, then position appropriate solutions.
  • Manage the complete sales lifecycle, including lead generation, qualification, evaluation, pricing, negotiation, closing, onboarding, and account development.
  • Build trusted relationships with decision makers and influencers, serving as a primary point of contact throughout the customer relationship.
  • Collaborate with engineering, product, marketing, and services teams to develop solutions that address customer needs and create new business opportunities.
  • Lead commercial discussions involving pricing, licensing, contracts, and negotiations while balancing customer requirements with business objectives.
  • Drive customer retention, expansion, upselling, and satisfaction across the installed customer base.
  • Work with marketing to organize and participate in regional events, seminars, technical sessions, and other demand-generation activities.
  • Track territory performance, maintain accurate forecasts, and monitor key sales metrics through CRM tools.
  • Consistently achieve or exceed assigned sales quotas and contribute to broader revenue growth objectives.

  Requirements

  • 10+ years of professional experience, including at least 5 years selling high-end technology software solutions to R&D, engineering, or product development teams.
  • Demonstrated success in enterprise or complex technology sales, including a consistent record of meeting or exceeding sales quotas.
  • Strong hunting, prospecting, lead-generation, qualification, and targeted account-selling capabilities.
  • Proven ability to establish strong customer relationships and develop trusted-advisor credibility with senior stakeholders.
  • Excellent listening, communication, presentation, and interpersonal skills, with the ability to understand complex customer needs and communicate solutions effectively.
  • Demonstrated experience using a consultative, solutions-oriented sales approach.
  • Strong ability to work collaboratively with technical, product, services, marketing, and sales teams in a team-based selling environment.
  • Experience selling to defense organizations, government entities, or system integrators is preferred.
  • Strong knowledge of the Aerospace & Defense industry and established industry relationships; UAS experience is highly desirable.
  • Experience with middleware, real-time systems, communication infrastructure, or related technology is a plus.
  • Familiarity with Salesforce or comparable CRM platforms for managing opportunities, forecasting, and account activity.
  • Bachelor's degree or higher in Engineering, Computer Science, or a related technical discipline is preferred.
  • Willingness and ability to travel regularly within the assigned territory.
  • U.S. citizenship is required due to applicable laws, government regulations, and contract specifications.
  • Active Secret clearance is considered a plus.

  Benefits

  • Flexible working schedule.
  • Remote work arrangement with a home office stipend.
  • Flexible paid time off.
  • Additional “Real Vacation Bonus” for taking more than one week of uninterrupted vacation.
  • Annual performance-based bonus tied to individual and company results.
  • Additional recognition programs, prizes, and awards for employee achievements.
  • Opportunities for professional growth, career development, and expanded responsibilities.
  • Supportive and collaborative working environment focused on teamwork, excellence, and professional growth.
  • Opportunities for teams to connect in person through company gatherings, team-building activities, and events.