Defense Field Account Executive — AI-Driven Hardware

Socket.dev; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Job summary

Flow is seeking a strategic account executive to own the go-to-market motion in defense. You will manage the full sales cycle from prospecting and discovery through close, selling into major engineering-focused organizations that build complex hardware and software systems.

You will run multi-threaded deals across technical, executive, and procurement stakeholders, develop account plans, and collaborate with product and engineering to influence the roadmap. 30–50% travel expected.

Qualifications

• 5+ years of sales experience in B2B SaaS.
• 3+ years closing large, complex deals.
• Experience navigating multi-stakeholder enterprise cycles.
• Able to navigate procurement, security, and legal reviews.
• Technical buyer engagement in engineering-led orgs.

Responsibilities

• Own full sales cycle from prospecting to close.
• Build and manage portfolio of engineering, hardware, and defense customers.
• Lead multi-threaded deals across technical, executive, and procurement stakeholders.
• Develop account plans to land and expand deals.
• Collaborate with product/engineering to relay customer feedback.
• Understand Flow platform and customer workflows.
• Represent Flow at industry events and meetings.
• Refine positioning and GTM strategy with leadership.
• Travel 30-50%.

Skills

Strategic sales

B2B SaaS

Complex deals

Discovery

Stakeholder mgmt

Negotiation

Prospecting

Tools

Salesforce

Job description

Flow is seeking a strategic account executive to own the go-to-market motion in defense. You will manage the full sales cycle from prospecting and discovery through close, selling into major engineering-focused organizations that build complex hardware and software systems.

You will run multi-threaded deals across technical, executive, and procurement stakeholders, develop account plans, and collaborate with product and engineering to influence the roadmap. 30–50% travel expected.