Enterprise Account Executive – Autonomous Systems & Defense

Edge Case Research, Inc.; Pittsburgh (Allegheny County); On-site; USD 140,000 - 160,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Short-Term Disability

Long-Term Disability

401(k) match

Flexible Spending Accounts

Parental Leave

Paid Time Off

Holidays

Job summary

Edge Case Research, Inc. seeks an Account Executive to sell frontier technology products to defense and commercial customers.

You will be the primary client contact, translating technical value into business outcomes and guiding deals from first meeting to signature. Collaborate with system safety engineers and product managers to drive land-and-expand growth across autonomous systems markets; travel to customer sites and events is possible.

Qualifications

• Authorization to work in the United States.
• Proven closer; ability to drive complex multi-stakeholder deals to signature.
• Experience working in the AV Industry.
• Complex solution and systems integration sales experience; ability to scope statements of work with subscription terms.
• Technical fluency; talk with engineers and executives.
• CRM and sales process discipline; Salesforce experience and forecasting.
• Strong relationship-building with Customers, Partners, Stakeholders.
• Strong in-person and remote presentation skills.

Responsibilities

• Close new business and carry a quota; own annual bookings targets for Guardian software subscriptions and integrated assurance programs.
• Sell into defense and commercial autonomy markets; engage DoD program offices, prime contractors, and commercial buyers.
• Lead full sales cycle: prospecting, qualification, discovery, scoping, pricing, negotiation, and contract close over 6–18 month cycles.
• Expand existing accounts; drive land-and-expand growth and multi-year renewals with travel to customer sites and events.
• Maintain pipeline in Salesforce; ensure deal hygiene and reliable forecasts for leadership.

Skills

Quota-carrying sales

CRM (Salesforce)

Technical fluency

Communication

Relationship building

Education

Bachelor’s degree in technical or business-related field

Tools

Salesforce

Job description

About Edge Case:

At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.

What You'll Do:

As an Account Executive, you will be responsible to sell our products and services to our portfolio of Customers in the commercial and defense sectors. The Account Executive will serve as the primary point of contact for clients, aligning solutions with their business goals. This position will work closely with system safety engineers and product managers to consistently sell and deliver the products and services we value. The Account Executive will also work closely with the leadership team to ensure our clients’ needs are met, market trends are recognized and feedback is provided back to Edge Case to develop and update our growth and sales strategies. If you have experience in the autonomous vehicle market or functional safety engineering, we are interested in hearing from you!

Key Responsibilities:

Sales Growth

• Close new business and carry a quota; own annual bookings targets for Guardian software subscriptions and integrated assurance programs, from first meeting through signature.
• Sell into defense and commercial autonomy markets; Department of War and DoD program offices and prime contractors, plus commercial buyers in automotive OEM, robotaxi and autonomous delivery fleets, offshore energy robotics, and commercial space and satellite operations.
• Run the full sales cycle; prospecting, qualification, technical discovery, solution scoping, pricing, negotiation,and contract close across 6 to 18 month enterprise sales cycles.
• Expand existing accounts and represent Edge Case Research in the field; drive land-and-expand growth, multi-year renewals, and recurring revenue, with approximately 25% travel to customer sites, conferences,and trade shows.

Relationship and Account Management

• Manage pipeline in Salesforce; maintain deal hygiene, structured opportunity qualification, and accurate weekly and quarterly sales forecasts that leadership can rely on
• Strong conflict resolution and negotiation abilities.
• Prepare proposals and reports for clients; Presenting products or services to potential clients
• Translate technical capability into business value; build ROI cases and value propositions that connect autonomous system safety assurance to program risk, schedule, and cost for non-technical executive buyers.
• Managing multiple simultaneous accounts, sales cycles, and internal reporting tasks
• Serve as the primary liaison between the company and clients, ensuring smooth onboarding and high satisfaction

Preferred Qualifications:

• Military veteran with post-service commercial sales experience; prior service in the Army, Navy, Air Force,Marine Corps, or Space Force followed by a successful sales career in industry.
• Department of War and DoD procurement knowledge; familiarity with program offices, PEOs, contract vehicles, and the acquisition lifecycle.
• Background in the US defense industry and/or knowledge of DoD procurement processes.
• Existing network in AV Industry and / or aviation, missile, or maritime system developers or acquirers.
• Background in forming defined product requirements derived from customer discovery.
• Existing network among autonomous vehicle, aviation, missile, maritime, or space system developers and acquirers.
• Familiarity with safety and assurance standards such as UL 4600, ISO 26262, MIL-STD-882E, or DO-178C
• Experience with export-controlled programs and ITAR-regulated environments, and experience selling inside a fast-growing startup or scale-up.

Required Qualifications:

• Authorization to work in the United States is a precondition of employment. Edge Case will not consider candidates who require sponsorship for a work-authorized visa.
• Proven closer; can show a bookings deal record, and driving complex, multi-stakeholder deals to signature, with the resilience to work a high-activity pipeline, absorb rejection, and move quickly to the next opportunity.
• Experience working in the AV Industry
• Complex solution and systems integration sales experience; comfort selling engagements that require integration into a customer's existing toolchain, test infrastructure, or program environment, and scoping statements of work alongside subscription terms.
• Technical fluency; ability to hold credible conversations with system safety engineers, software developers, and integration teams, then translate that into executive-level business language.
• CRM and sales process discipline; hands-on Salesforce experience, a structured qualification methodology, and reliable forecasting.
• Strong ability to create relationships with Customers, Partners, Stakeholders
• Strong in-person and remote presentation skills.
• Ability to relay technical information to non-technical customers.
• Experience in developing value propositions for emerging technologies.
• Bachelor’s or higher Degree in a technical or business-related field or equivalent experience.
• Experience leading and maintaining trust in a fast-growing startup.
• Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups.
• 5+ years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services, with documented quota attainment and closed-won deals you personally owned
• Smart, helpful, friendly, and effective communication style.

Why Edge Case Research?

• Collaborative Culture: Join a dynamic, cross‑functional team that values collaboration and innovation.
• Competitive Compensation & Benefits: We offer a competitive salary, benefits package, and opportunities for professional growth and development.

Pay Rate:

For this position, the annual base salary ranges from $140,000.00 to $160,000.00, complimented by an incentive compensation plan. Please note that the salary information is a general guideline only. Edge Case considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/ training, key skills as well as market and business considerations when extending an offer.

Benefits offered:

Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, Parental Leave, Paid time off, and Holidays.

Washington state applicants only: Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; and receive at least 96 hours for holidays.

Edge Case Research is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees' talents and supports an environment that is inclusive and respectful.