Senior Enterprise Account Executive

Senior Enterprise Account Executive

Aerospace & Defense | New Business & Revenue Growth

Location: San Francisco, CA | Hybrid - 3 days per week in office

Compensation: $130,000-$150,000 base | $300,000+ OTE with uncapped commission

About the Opportunity

A growing enterprise technology company is seeking a proven Senior Enterprise Account Executive to drive new-business growth across aerospace, defense, government/DoD, space, and other highly regulated, mission-critical industries.

This is a true hunter and closing role for someone who can build qualified pipeline, open strategic accounts, navigate complex buying environments, and convert opportunities into revenue. The successful candidate will combine strong commercial instincts with the credibility to sell to technical, program, procurement, and executive stakeholders.

What You'll Do

Develop and execute a focused enterprise sales strategy across aerospace, defense, government/DoD, space, and adjacent mission-critical markets.

Generate new pipeline through targeted outbound prospecting, industry relationships, referrals, events, partners, and account-based outreach.

Own the complete sales cycle from account selection and initial outreach through discovery, demonstrations, proposals, negotiation, contracting, and close.

Build multi-threaded relationships with engineering executives, chief engineers, systems engineering leaders, program managers, digital-transformation teams, security stakeholders, procurement, and executive sponsors.

Lead consultative discovery, uncover meaningful business and program challenges, create urgency, and develop a compelling value proposition and business case.

Navigate long, complex defense and government sales cycles involving multiple stakeholders, security and compliance reviews, procurement requirements, and program-driven budgets.

Partner with product and technical teams on demonstrations, evaluations, technical objections, solution fit, and customer requirements.

Maintain disciplined CRM activity, opportunity qualification, account plans, pipeline reviews, forecasting, and win/loss analysis.

Represent the organization credibly at customer meetings, industry conferences, partner engagements, and executive-level presentations.

What We're Looking For

Demonstrated success closing enterprise software, technology, or complex solution sales within aerospace, defense, government/DoD, space, or closely related regulated industries.

A consistent record of creating self-generated pipeline, winning new logos, and meeting or exceeding meaningful enterprise sales targets.

Strong understanding of how aerospace and defense organizations evaluate, purchase, secure, and deploy technology across complex programs.

Exceptional commercial instincts and consultative selling ability, including discovery, consensus building, objection handling, negotiation, and closing.

Experience managing long, multi-stakeholder sales cycles involving engineering, program leadership, IT/security, compliance, procurement, and contracting.

Executive presence and communication skills sufficient to represent a technical offering with senior business, engineering, and government stakeholders.

High ownership, urgency, resilience, and comfort operating in an early-stage or high-growth environment where the sales motion is still being built.

Ability to work from the San Francisco office three days per week and travel for customer meetings, strategic opportunities, and industry events as needed.

Preferred Experience

Solutions selling, technical discovery, product demonstrations, or customer-facing product experience.

Established relationships across defense primes, aerospace OEMs, government programs, space companies, systems integrators, or the broader industrial technology ecosystem.

Familiarity with systems engineering, requirements management, MBSE, ALM/PLM, verification and validation, traceability, compliance, or engineering collaboration workflows.