Sales Account Executive
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Job Description
Sales Account Executive selling autonomous-system safety software and assurance services to defense and commercial autonomy markets. Managing enterprise sales cycles, customer relationships, and recurring revenue growth.
Responsibilities:
- Sell Edge Case products and services to commercial and defense customers
- Serve as the primary point of contact for clients and align solutions with business goals
- Work with system safety engineers, product managers, and leadership to sell and deliver products and services
- Close new business and carry a quota
- Own annual bookings targets for Guardian software subscriptions and integrated assurance programs from first meeting through signature
- Sell into defense and commercial autonomy markets
- Run the full sales cycle, including prospecting, qualification, technical discovery, solution scoping, pricing, negotiation, and contract close
- Expand existing accounts and drive land-and-expand growth, multi-year renewals, and recurring revenue
- Manage the sales pipeline in Salesforce and maintain accurate forecasts
- Prepare client proposals and reports
- Present products and services to potential clients
- Translate technical capabilities into business value, ROI cases, and value propositions
- Manage multiple accounts, sales cycles, and internal reporting tasks
- Liaise between the company and clients to support onboarding and customer satisfaction
- Provide market feedback and recognize market trends to inform growth and sales strategies
Requirements:
- Authorization to work in the United States; candidates requiring sponsorship for a work-authorized visa will not be considered
- Proven closer with documented bookings and closed-won deal experience
- Experience working in the AV Industry
- Complex solution and systems integration sales experience
- Technical fluency with system safety engineers, software developers, and integration teams
- Hands-on Salesforce experience, structured qualification methodology, and reliable forecasting
- Strong relationship-building, presentation, negotiation, conflict-resolution, and communication skills
- Ability to relay technical information to non-technical customers
- Experience developing value propositions for emerging technologies
- Bachelor’s or higher degree in a technical or business-related field or equivalent experience
- Experience leading and maintaining trust in a fast-growing startup
- Ability to engage with product developers, system safety engineers, software developers, marketing, and operations groups
- 5+ years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services
- Documented quota attainment and personally owned closed-won deals
- Military veteran with post-service commercial sales experience preferred
- Department of War and DoD procurement knowledge preferred
- Background in the US defense industry and/or DoD procurement processes preferred
- Existing AV, aviation, missile, maritime, or space industry networks preferred
- Familiarity with UL 4600, ISO 26262, MIL-STD-882E, or DO-178C preferred
- Experience with export-controlled programs and ITAR-regulated environments preferred
- Experience selling inside a fast-growing startup or scale-up preferred
Benefits:
- Competitive salary
- Medical, Dental, Vision, Life Insurance
- Short-Term Disability
- Long-Term Disability
- 401(k) match
- Flexible Spending Accounts
- Parental Leave
- Paid time off
- Holidays
- Opportunities for professional growth and development
- Approximately 25% travel to customer sites, conferences, and trade shows
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