Field Account Executive, Enterprise

The Engineering Company; Los Angeles (CA); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Competitive salary with equity

Health, dental, and vision coverage

Flexible time off and learning support

Job summary

The Engineering Company in Los Angeles is seeking a skilled Account Executive to lead strategic sales initiatives within complex engineering organizations. The ideal candidate will manage the full sales cycle, from prospecting to closing and develop long-term relationships with enterprise clients in hardware and software systems.

Successful candidates should have over 5 years of sales experience, particularly in B2B SaaS, and be comfortable navigating long sales processes. Strong consultative selling and understanding of AI in engineering is essential in this dynamic role.

Qualifications

• 5+ years of sales experience, including 3+ years in B2B SaaS.
• Track record of hitting or exceeding quota on complex deals.
• Experience with multi-stakeholder enterprise sales cycles.

Responsibilities

• Own the full sales cycle from prospecting to close.
• Manage a portfolio of named enterprise accounts.
• Develop account plans to expand initial deals over time.

Skills

Sales experience

B2B SaaS experience

Consultative selling skills

Understanding of AI and engineering

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 lead enterprise go-to-market efforts and win our largest, most complex accounts. 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. This role is an opportunity to define how Flow lands and expands within enterprise accounts at an early stage and directly shape our commercial success.

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 named enterprise accounts across 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.