Enterprise AE, Aerospace & Defense | AI-Driven Sales

luminarycloud; San Mateo (CA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Luminary, a San Mateo-based company, is seeking an Enterprise AE for Aerospace & Defense. You will own the full sales cycle from prospecting to close, engaging with chief engineers, program managers, and procurement to win multi-year, high-value contracts.

You will travel 25-40% to customer sites and industry events, coordinating with Solution Engineers to scope use cases and structure SOWs, while translating complex physics workflows into business value.

Qualifications

• 5-10 years of enterprise B2B sales experience.
• Domain fluency in aerospace or defense engineering to earn credibility.
• Experience selling engineering software, simulation software, or AI/ML tools into aerospace/defense buyers.

Responsibilities

• Own a territory across Aerospace & Defense—prospecting, qualifying, and closing net new logos while expanding existing accounts.
• Drive complex, multi-stakeholder enterprise sales cycles from first conversation to signed SOW.
• Partner with the Solution Engineer to align on use case scoping, SOW structure, and delivery capacity.
• Lead commercial conversations with technical credibility about simulation workflows and AI-driven analysis.
• Build and maintain executive relationships across engineering and program leadership at target accounts.
• Develop account plans and territory strategy; manage pipeline in CRM with rigor and forecast accuracy.
• Represent Luminary at conferences, customer on-sites, and events.
• Navigate ITAR/EAR and government acquisition considerations in dialogue with defense accounts.
• Bring market and customer signal back to Product and GTM leadership.

Skills

Enterprise B2B sales

Aerospace & Defense domain knowledge

Sales cycles & CRM

Technical credibility in simulation

U.S. Person

Job description

Luminary, a San Mateo-based company, is seeking an Enterprise AE for Aerospace & Defense. You will own the full sales cycle from prospecting to close, engaging with chief engineers, program managers, and procurement to win multi-year, high-value contracts.

You will travel 25-40% to customer sites and industry events, coordinating with Solution Engineers to scope use cases and structure SOWs, while translating complex physics workflows into business value.