Field Account Executive, Defense

Flow Engineering; Washington (District of Columbia); On-site; USD 190,000 - 300,000; Full time

Benefits offered by this job

Competitive salary

Meaningful equity

Health coverage

Flexible time off

Job summary

Flow Engineering is seeking a strategic account executive to own go-to-market in defense. You will manage the full sales cycle—from prospecting to close—selling to engineering-led organizations that build complex hardware and software systems.

You will build and manage a portfolio of engineering, hardware, and aerospace customers, navigating long, multi-stakeholder procurement processes and expanding deals over time.

Qualifications

• 5+ years of sales experience, including 3+ years closing in B2B SaaS.
• Track record of hitting quota on large, complex deals.
• Experience navigating long enterprise sales cycles with procurement, security, and legal review.
• Comfort selling six and seven figure deals and managing formal approvals.

Responsibilities

• Own the full sales cycle: prospect, qualify, discovery, demos, procurement review, negotiate, close.
• Build and manage a portfolio of engineering, hardware, and aerospace/defense customers.
• Lead multi-threaded deals across technical, executive, and procurement stakeholders.
• Develop and execute account plans to land and expand deals over time.
• Collaborate with product/engineering to relay customer feedback and influence roadmap.
• Deeply understand Flow's platform and how AI agents support systems engineering.
• Represent Flow at industry events and customer meetings.
• Work with leadership to refine positioning, pricing, and GTM strategy.
• Travel 30-50% to meet customers and close deals.

Skills

B2B SaaS sales

Quota attainment

Complex deals

Multi-stakeholder selling

Consultative selling

Stakeholder management

Procurement navigation

Executive communication

Tools

PLM tools

Requirements mgmt tools

Job description

About Flow

Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor.

About Flow

Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor.

About The Role

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

What You’ll Do

• Own the full sales cycle: prospect, qualify, run discovery and demos, navigate procurement and security review, negotiate, and close new business.
• Build and manage a portfolio of engineering organizations, hardware companies, and aerospace/defense customers.
• Run complex, multi-threaded deals across technical, executive, and procurement stakeholders, often spanning long sales cycles and multi-year contracts.
• Develop and execute account plans that land initial deals and expand them over time.
• Partner closely with product and engineering to relay customer feedback and influence the roadmap.
• Develop a deep understanding of Flow's platform and the technical workflows of our customers, including how AI agents support systems engineering.
• Represent Flow at industry events, conferences, and customer meetings.
• Collaborate with leadership to refine positioning, pricing, and go-to-market strategy.
• 30 - 50% travel expected

About You

• 5+ years of sales experience, including 3+ years of closing in B2B SaaS, ideally selling to technical or engineering buyers.
• Track record of consistently hitting or exceeding quota on large, complex deals.
• Experience navigating long, multi-stakeholder enterprise sales cycles, including technical, executive, and procurement audiences.
• Comfortable selling six and seven figure deals and managing formal procurement, security, and legal review.
• Strong discovery and consultative selling skills: you listen first and lead with customer problems.
• Comfortable working in a high-ownership, fast-paced environment where you build process as you go.
• Familiarity with engineering, PLM, or requirements management tools is a plus.

How We Work & Values

• Speed over everything: move fast, run experiments, learn quickly.
• Own, downscope, ship, iterate: one clear owner per deal and initiative, from first contact to close.
• Fundamentals done well: rigorous discovery, clear documentation, and thoughtful follow-through are part of every deal, not an afterthought.

Compensation & Benefits

• Competitive salary and meaningful equity.
• Health, dental, and vision coverage.
• Flexible time off and support for continued learning and staying current with the AI ecosystem.

Compensation Range: $190K - $300K