Field Account Executive – Defense
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Job Description
Field Account Executive owning complex defense sales for Flow Engineering's AI-native requirements platform. Managing enterprise deals with engineering, aerospace, and defense customers.
Responsibilities:
- Build and own Flow's go-to-market motion in defense
- Own the full sales cycle, from prospecting and discovery through close
- Prospect, qualify, run discovery and demos, navigate procurement and security review, negotiate, and close new business
- Build and manage a portfolio of engineering organizations, hardware companies, and aerospace/defense customers
- Run complex, multi-threaded deals across technical, executive, and procurement stakeholders
- Develop and execute account plans to land initial deals and expand them over time
- Partner with product and engineering to relay customer feedback and influence the roadmap
- Develop a deep understanding of Flow's platform and customers' technical workflows, including AI agents supporting systems engineering
- Represent Flow at industry events, conferences, and customer meetings
- Collaborate with leadership to refine positioning, pricing, and go-to-market strategy
- Travel 30–50% expected
Requirements:
- 5+ years of sales experience
- 3+ years of closing experience in B2B SaaS, ideally selling to technical or engineering buyers
- Track record of consistently hitting or exceeding quota on large, complex deals
- Experience navigating long, multi-stakeholder enterprise sales cycles with technical, executive, and procurement audiences
- Comfortable selling six- and seven-figure deals
- Experience managing formal procurement, security, and legal review
- Strong discovery and consultative selling skills
- Comfortable working in a high-ownership, fast-paced environment where you build process as you go
- Familiarity with engineering, PLM, or requirements management tools is a plus
- Legally authorized to work in the United States
Benefits:
- Meaningful equity
- Health coverage
- Dental coverage
- Vision coverage
- Flexible time off
- Support for continued learning
- Support for staying current with the AI ecosystem
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