Liquid Instruments: Account Manager Growth

Frontdoor Defense; California; Hybrid; USD 110.000 - 165.000; Vollzeit

Benefits dieser Stelle

Base salary + incentive

Equity participation

Medical and dental insurance

401(k) with company match

Paid vacation and holidays

Opportunity to work with innovative A\

Zusammenfassung

Liquid Instruments in Del Mar, California is seeking a Strategic Account Manager focused on Aerospace & Defense prime contractors to drive revenue growth and long-term platform adoption across development, test, and production environments.

You will bring 3–4 years of tech sales experience, navigate multi-stakeholder buying processes, and partner with applications engineering to position our FPGA-based platform as a strategic tool for customers.

Qualifikationen

• 3–4 years in sales/account management for test & measurement or electronics
• Experience selling to Aerospace & Defense primes or tier-1 suppliers
• Familiar with CRM tools for pipeline management and forecasting

Aufgaben

• Own and expand a portfolio of A&D prime accounts to drive revenue growth
• Develop multi-year account strategies aligned with roadmaps and funding
• Navigate multi-stakeholder sales cycles with engineering, systems, procurement and leadership
• Identify opportunities across R&D, validation, qualification, and production test use cases
• Collaborate with applications engineering to support evaluations and demos

Kenntnisse

Strategic account management

A&D domain experience

CRM proficiency

Technical sales

Travel willingness

Ausbildung

Bachelor's degree

Tools

Salesforce

HubSpot

Jobbeschreibung

Liquid Instruments: Account Manager

Manage strategic Aerospace & Defense accounts to win design-in opportunities and drive platform adoption

Location: Del Mar, California

About The Role

Strategic Account Manager — Aerospace & Defense (A&D)

Location: Del Mar, CA (Hybrid) | Remote considered (US-based)

Liquid Instruments builds next-generation test and measurement technology for engineers and scientists pushing the boundaries of discovery.

Founded by scientists from the Australian National University, with research roots connected to NASA's Jet Propulsion Laboratory, Liquid Instruments grew out of advanced physics and instrumentation research. Today, the company applies deep expertise in high-speed digital signal processing to deliver software-defined test and measurement platforms that replace racks of traditional lab equipment with a single, reconfigurable device—combining flexibility, performance, and cost efficiency through FPGA-based hardware and intuitive software.

Liquid Instruments operates globally, with teams in Del Mar (San Diego), California and Canberra, Australia. We are a growing, venture-backed company with a collaborative, technically curious culture that values ownership, clarity, and impact across time zones.

The Role

We are seeking a Strategic Account Manager focused on Aerospace & Defense (A&D) prime contractors to drive revenue growth and long-term account expansion within a defined set of high-value customers.

This role is ideal for a technically fluent sales professional with 3–4 years of experience in Test & Measurement or instrumentation, who understands the buying dynamics, program structures, and qualification processes typical of large A&D organizations. You will manage complex sales cycles involving engineering, program management, procurement, and executive stakeholders, positioning Liquid Instruments as a strategic technology partner across development, test, and production environments.

This role reports to the Senior Director of Sales.

What You'll Do

Strategic Account Ownership & Growth

• Own and expand a portfolio of A&D prime accounts, driving revenue through new design wins, program expansions, and long-term platform adoption
• Develop and execute multi-year account strategies aligned with customer roadmaps, program lifecycles, and funding timelines
• Navigate complex, multi-stakeholder sales cycles involving engineering, systems, test, procurement, and leadership teams

New Opportunity & Program Development

• Identify and qualify opportunities across R&D, validation, qualification, and production test use cases
• Understand customer architectures, test challenges, and compliance requirements to position Liquid Instruments' platform effectively
• Drive early engagement to influence specifications and become embedded in customer test strategies

Customer & Partner Relationships

• Serve as the primary commercial point of contact for assigned accounts
• Build trusted relationships through regular engagement, technical alignment, QBRs, and on-site visits
• Coordinate with channel partners and distributors where applicable to ensure consistent execution and customer experience

Cross-Functional Collaboration

• Partner closely with applications engineering, product management, and R&D to support evaluations, demos, and customer success
• Relay structured customer feedback on requirements, competitive positioning, and emerging A&D trends
• Support marketing initiatives including targeted campaigns, industry events, and A&D-focused trade shows

Sales Operations & Forecasting

• Maintain accurate pipeline, forecasting, and account data within CRM tools
• Prioritize opportunities based on program timing, strategic value, and revenue potential
• Communicate clearly with internal stakeholders on deal progress, risks, and next steps

What We're Looking For

• 3–4 years of experience in sales or account management within Test & Measurement, instrumentation, or electronic systems
• Proven experience selling to Aerospace & Defense customers, ideally A&D primes or major tier-1 suppliers
• Comfort engaging with engineers and technical decision-makers on complex test and measurement topics
• Understanding of A&D procurement processes, long sales cycles, and program-driven purchasing
• Strong account planning, relationship-building, and consultative selling skills
• Experience using CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
• Willingness to travel for customer meetings, program reviews, and industry events
• Bachelor's degree required; STEM background strongly preferred

Nice to Have

• Hands-on experience with oscilloscopes, signal analyzers, data acquisition, RF, or FPGA-based systems
• Familiarity with qualification, environmental, or production test environments
• Experience working across global teams and time zones
• Exposure to government-funded or compliance-driven programs

What We Offer

• Competitive base salary + performance-based incentive
• Equity participation in a venture-backed company
• Comprehensive medical and dental insurance (100% employee premiums covered)
• 401(k) with company match
• Four weeks paid vacation, sick time, and holidays
• Opportunity to sell genuinely differentiated technology with strong technical credibility in A&D markets
• A collaborative, global team environment with significant room for growth