Field Account Executive, Defense

flowengineering; Washington (District of Columbia); On-site; USD 150,000 - 220,000; Full time

Benefits offered by this job

Equity

Health insurance

Flexible time off

Learning stipend

Job summary

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

You will develop account plans, collaborate with product and engineering, and travel 30-50% for customer meetings and events to win long-term, multi-year contracts.

Qualifications

• 5+ years of sales experience, including 3+ years closing in B2B SaaS.
• Experience selling to engineering buyers with technical buying influence.
• Ability to navigate long, multi-stakeholder enterprise sales cycles (procurement, security, legal).
• Comfortable selling six- and seven-figure deals and managing complex approvals.
• Strong discovery and consultative selling skills; customer problems first.

Responsibilities

• Own the full sales cycle: prospect, qualify, run discovery and demos, navigate procurement, negotiate and close.
• Build and manage a portfolio of engineering, hardware, and aerospace/defense customers.
• Run complex, multi-threaded deals across technical, executive, and procurement stakeholders.
• Develop and execute account plans to land initial deals and expand over time.
• Partner with product and engineering to relay customer feedback and influence the roadmap.
• Develop a deep understanding of Flow's platform and the workflows of our customers.

Skills

Sales experience

Closing deals

Multi-stakeholder selling

Strategic account planning

Technical buyer engagement

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 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.