Field Account Executive, Defense

Flow Engineering; Washington (District of Columbia); On-site; USD 140,000 - 230,000; Full time

Benefits offered by this job

Competitive salary

Equity

Health/dental/vision coverage

Flexible time off

Job summary

Flow Engineering is seeking a Strategic Account Executive to own the go-to-market motion in defense. You will manage the full sales cycle—from prospecting and discovery to close—selling into engineering-led organizations that build complex hardware and software systems.

You will run multi-threaded deals across technical, executive, and procurement stakeholders, and develop account plans to land and expand initial deals. Travel 30-50% is expected.

Qualifications

• 5+ years of sales experience, including 3+ years of closing in B2B SaaS.
• 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: listen first and lead with customer problems.
• Comfortable 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.

Responsibilities

• 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

Skills

B2B SaaS sales

Enterprise sales

Multi-stakeholder selling

Procurement navigation

Security review experience

Deal closing

Discovery & consultative selling

Tools

CRM software

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.