Senior Account Executive, Aerospace & Defense

The company brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology.

In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on the company - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work."

We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale.

About you

You’re a tenured B2B SaaS seller who knows the aerospace and defense space inside and out, including the buyers, the compliance constraints, the long sales cycles, and what it actually takes to close. You thrive on owning a vertical end-to-end: building pipeline, navigating complex multi-stakeholder deals, and sharing what you’ve learned with the people around you. You’re energized by working at the intersection of cutting-edge technology and one of the most demanding manufacturing environments in the world.

What skills or experience do I need?

• 8-10+ years of B2B SaaS sales experience, with a track record of meeting or exceeding quota in complex, multi-stakeholder deals

• Deep familiarity with the aerospace and defense industry, including procurement processes, compliance environments, and operational workflows

• Experience managing a full sales cycle from prospecting through close, including contract negotiation

• Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes

• Comfortable operating in a fast-moving, early-stage environment where you help shape the playbook as much as you follow it

• US-based with ability to travel to customer sites as needed

Key Responsibilities

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical

• Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals

• Lead complex, multi-stakeholder deals from discovery through negotiation and close

• Develop deep knowledge of the A&D customer landscape. Think key accounts, personas, procurement dynamics, and competitive positioning

• Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs

• Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy

• Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices

• Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance

Key Collaborators

• Pre Sales Engineering

• Solutions Engineering

• Customer Success & Adoption

• Product Marketing

• GTM & Enablement

Working At the company

We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture

• Company equity

• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K)

• Flexible work schedule and unlimited vacation policy

• Virtual company events and happy hours

• Fitness subsidies

• Dog-friendly office

We are an equal opportunity employer. At the company, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.

The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $100,000 - $150,000 per year and is eligible for $200,000 - $300,000 on-target earnings (OTE).

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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