Enterprise Account Executive (Aerospace & Defense)

Edge Tech Group; San Mateo (CA); Hybrid; USD 165,000 - 330,000; Full time

Job summary

Edge Tech Group in the San Francisco Bay Area seeks an Enterprise Account Executive focused on Aerospace & Defense. You will own full-cycle enterprise SaaS sales, targeting engineering teams, with the goal to close six- to seven-figure deals and build a scalable pipeline.

This role offers a base around $165k with OTE around $330k, hybrid Bay Area, US-wide consideration, meaningful equity, and a fast-paced startup environment with PhD-level customers.

Qualifications

• 5–10 years closing enterprise SaaS deals in long multi-stakeholder cycles.
• Experience selling into aerospace or defense across the US.
• Proficient with MEDDPICC, Command of the Message, and Challenger strategies.
• Ability to build your own pipeline and win new logos.
• Comfort presenting to PhDs and turning science into a business case.
• Thrives in a fast-paced startup environment.
• willing to travel 25–40% (US-based).
• U.S. Person status is required.

Responsibilities

• Own full-cycle enterprise sales into aerospace & defense engineering teams.
• Land new logos at $100K–$300K and grow them to seven figures.
• Hit quota in year one; expand in year two with 50–70% of quota from opened accounts.
• Collaborate with a Solutions Engineer and forward-deployed team on deployments.
• Maintain a strong, data-driven sales process using MEDDPICC.

Skills

SaaS deals (6–7 figures)

Aerospace/Defense sales US

MEDDPICC/Challenger framework

Pipeline development

Stakeholder management with PhDs

Startup pace adaptability

Travel readiness

US Person status

Tools

none

Job description

Enterprise Account Executive (Aerospace & Defense)

Series B Physics AI company

Bay Area preferred (hybrid), US-wide considered

$165K base ($330K OTE) + meaningful equity (Ramp on offer too)

A high-fidelity simulation can take hours to run. Sometimes days. This team's AI models predict the answer in near real time, so engineers can test thousands of designs. Aircraft, cars, chips, data centers. If it obeys physics, they want to model it.

Who They Are

A foundation model lab for physics. 50+ PhDs, led by a CTO with three decades in aerospace research. Revenue is up roughly 10x since the Series B, with a plan to at least triple next year. All subscription revenue. Customers range from hyper-growth startups to the Fortune 100.

What You'll Own

Full-cycle enterprise sales into engineering teams across aerospace and defense sectors. Land new logos at $100K-$300K. Grow them into seven figures. Year one: land and hit your number. Year two: expand, with 50-70% of quota from accounts you opened.

Why This Role Is Special

Let's be clear: the support model is unusually strong. BDR coverage built to a 2:1 ratio. A dedicated Solutions Engineer on every deal, each with a PhD or master's. A four-person forward deployed engineering team handles deployments.

Must-Have

• 5-10 years closing six- and seven-figure enterprise SaaS deals in long, multi-stakeholder cycles
• Sold into aerospace or defense across the US
• Real rigor with MEDDPICC, Command of the Message, Challenger or similar
• You build your own pipeline and win new logos
• Confidence in a room full of PhDs, turning the science into a business case
• Hunger, curiosity and comfort with startup pace
• 25-40% travel
• U.S. Person status required

Nice-to-Have

• Selling simulation, engineering or AI/ML software (CAE, CFD, FEA, EDA, PLM, HPC, digital twin)
• Relationships with defense primes, neo-primes, auto OEMs or Tier-1s
• Startup or zero-to-one experience
• Active or obtainable security clearance

No PhD required. Schooling doesn't matter.

The Process

Three stages, run fast: intro with the head of go-to-market, a 30-minute technical chat with the field CTO (no assignment), then a final on-site with travel covered. No presentation. No 30-60-90.