Account Executive

JRG Partners, LLC.; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

JRG Partners, LLC. is seeking an Account Executive to drive new business in aerospace, defense, and advanced manufacturing markets.

You will engage with executives and operators, discover needs around labor tracking, compliance, and workflow automation, and position AutoTime as a strategic partner. The role emphasizes shaping go-to-market strategy, improving customer outcomes, and contributing to long-term growth.

Qualifications

• 5+ years in B2B software or complex solution sales.
• Proven success in consultative sales and closing multi-step deals.
• Experience selling into aerospace, defense, manufacturing, or regulated industries.
• Strong ability to communicate value to both technical and business audiences.
• Comfort selling into long sales cycles with multiple decision-makers.
• Excellent presentation, negotiation, and relationship-building skills.
• Strong commercial judgment balancing growth, customer needs, and operations.
• Track record of cross-functional work with marketing, product, operations, or customer success.
• Ability to operate with high ownership and accountability in a scaling organization.

Responsibilities

• Prospect, qualify, and close new business opportunities in target markets.
• Build and manage a healthy pipeline through outbound outreach, networking, referrals, and marketing collaboration.
• Lead discovery conversations to understand customer needs around labor tracking, compliance, costing, workflow automation, and performance.
• Demonstrate product value to executives, operations, finance, and IT stakeholders.
• Navigate multi-stakeholder sales cycles across operations, finance, IT, compliance, and PM teams.
• Prepare and present proposals, pricing, and business cases.
• Collaborate with marketing, product, services, and leadership to ensure strong outcomes.
• Maintain accurate forecasting and pipeline management in the CRM.
• Track market trends and translate insights into actionable recommendations.
• Refine messaging, sales process, pricing, and account planning as the business scales.

Skills

Consultative selling

B2B software sales

Aerospace/defense domain

Executive communication

Long sales cycle

Presentation & negotiation

Cross-functional collaboration

Opportunity management

Strategic planning

Job description

The Account Executive is responsible for driving new business and expanding relationships with customers in aerospace, defense, and advanced manufacturing. This role requires a consultative seller who can understand complex operational, compliance, financial, and workflow challenges and position us as a strategic partner.

This position is ideal for someone who not only excels at closing business, but also wants to help shape go-to-market strategy, improve customer outcomes, and contribute to the long-term growth of the company.

Responsibilities

• Prospect, qualify, and close new business opportunities within target markets.
• Build and manage a healthy pipeline through outbound outreach, networking, referrals, and marketing collaboration.
• Lead discovery conversations to understand customer needs around labor tracking, compliance, costing, workflow automation, and operational performance.
• Partner with the Product and Services team to deliver tailored product demonstrations and articulate AutoTime’s value proposition to executive, operational, finance, and technical stakeholders.
• Navigate multi-stakeholder sales cycles involving operations, finance, IT, compliance, and program management teams.
• Prepare and present proposals, pricing, and business cases.
• Collaborate closely with marketing, product, services, and leadership teams to ensure strong customer outcomes.
• Maintain accurate forecasting and pipeline management in the CRM.
• Track market trends, competitive activity, and customer feedback, and translate insights into actionable recommendations.
• Help refine messaging, sales process, pricing strategy, and account planning practices as the business scales.

Qualifications

• 5+ years of experience in B2B software, enterprise software, or complex solution sales.
• Proven success in consultative sales and closing multi-step deals.
• Experience selling into aerospace, defense, manufacturing, or other regulated industries preferred.
• Strong ability to communicate value to both technical and business audiences.
• Comfort selling into long sales cycles with multiple decision-makers.
• Excellent presentation, negotiation, and relationship-building skills.
• Strong commercial judgment and the ability to balance growth, customer needs, and operational realities.
• Track record of working cross-functionally with marketing, product, operations, implementation, or customer success.
• Ability to operate with high ownership, accountability, and resourcefulness in a scaling organization.

Preferred Experience

• Familiarity with timekeeping, labor tracking, compliance, ERP, or MES software.
• Experience selling into government contractors or organizations with DCAA-related requirements.
• Understanding of 9/80 schedules, shift-based labor, project costing, or audit-ready timekeeping workflows.
• Experience contributing to sales process design, pricing discussions, territory planning, or revenue forecasting.
• Exposure to account expansion, renewals, or customer retention strategy.
• Interest in broader business leadership, including go-to-market execution, operational improvement, and strategic planning.

Success Metrics

• Qualified opportunities created.
• Conversion rates across stages of the sales cycle.
• Contribution to improved sales process, customer retention, and cross-functional execution.

What We’re Not Looking For

• Focus primarily on IT, system configuration, or implementation consulting.
• Have limited engagement with Aerospace and Defense companies.
• Default to buzzwords instead of clear sales outcomes.
• Have experience that’s mostly internal or pre-sales
• Lack experience in selling large enterprise contracts in a regulated space.

This role is positioned for advancement into VP, COO, or General Manager roles within our expanding A&D software portfolio.