Specialty Account Executive - Aerospace & Defense

Position: Specialty Account Executive - Aerospace & Defense

Duration: Permanent Placement

Location: Fully Remote + 25% travel

Compensation: $250-350k Average OTE (Uncapped Commission)

Role Type: Individual Contributor

Required Skills & Experience

• Enterprise Sales Experience
• Proven track record of meeting or exceeding enterprise software or technology sales quotas.
• Experience selling complex solutions in large, multi-stakeholder organizations.
• Demonstrated success closing strategic, enterprise-scale opportunities with significant contract value.
• Executive Selling & Business Acumen
• Ability to build credibility with C-suite and senior operational leaders.
• Strong consultative selling skills focused on business outcomes rather than product features.
• Experience developing ROI-driven business cases and executive-level presentations.
• Technology Knowledge

Experience with at least two of the following:

• Enterprise AI and Machine Learning
• Data Platforms and Data Management
• Knowledge Graphs
• Application Development Platforms
• Process Automation and Workflow Solutions
• Cloud Technologies
• Digital Transformation Solutions
• Enterprise Software Platforms
• Enterprise Sales Methodology
• Experience with structured sales methodologies (MEDDICC, Challenger Sale, Command of the Message, Miller Heiman, or similar).
• Strong qualification, opportunity management, and forecasting capabilities.
• Leadership & Collaboration
• Ability to lead cross-functional teams without direct authority.
• Strong communication, negotiation, and influence skills.
• Proven ability to navigate complex enterprise buying processes.
• Education
• Bachelor's degree or equivalent professional experience.

Nice to Have Skills & Experience

• Experience selling AI, automation, analytics, low-code/no-code, or digital transformation platforms.
• Aerospace & Defense industry sales experience.
• Experience selling into defense contractors, government agencies, or highly regulated environments.
• Familiarity with:
• Knowledge Graph technologies
• Agentic AI solutions
• AI Governance frameworks
• Digital Twin technologies
• Workflow orchestration platforms
• Enterprise integration architectures
• Experience working alongside global systems integrators and cloud hyperscalers.
• Experience competing against established enterprise platform vendors and differentiating through business value.
• Understanding of data governance, compliance, cybersecurity, and risk management principles within regulated industries.

Position Overview

We are seeking an experienced Specialty Account Executive to drive strategic sales of enterprise AI, data, and digital transformation solutions within the Aerospace & Defense sector. This individual will be responsible for developing new business opportunities, engaging executive stakeholders, and leading complex sales cycles from prospecting through contract execution.

The ideal candidate is a consultative enterprise sales professional who can identify high-value business challenges, build compelling value cases, and help customers leverage AI, data, automation, and application platforms to improve operational performance, decision-making, compliance, and mission-critical outcomes.

This role requires a strong combination of business acumen, executive presence, industry knowledge, and experience selling complex technology platforms into large enterprise organizations.