Senior Account Executive, Aerospace & Defense

Tulip Interfaces; Massachusetts; On-site; USD 100,000 - 150,000; Full time

Benefits offered by this job

Equity

Health, Dental, Vision

Flexible schedule

Unlimited vacation

401(k)

Dog-friendly office

Job summary

Tulip Interfaces, a leader in AI-native frontline operations, seeks an experienced B2B SaaS sales professional to own the US aerospace and defense vertical. You will build and manage a full sales cycle from prospecting to close, navigate multi-stakeholder deals, and drive revenue in a demanding manufacturing environment.

You will travel to client sites as needed, develop a self-sourced pipeline through events and outreach, and collaborate with Pre-Sales, Customer Success, and Solutions

Qualifications

• 8–10+ years of B2B SaaS sales experience.
• Experience closing complex multi-stakeholder deals.
• Knowledge of aerospace and defense procurement and compliance.
• Ability to travel to customer sites as needed.

Responsibilities

• Own full sales cycle for US aerospace and defense deals.
• Develop and maintain a healthy, self-sourced pipeline through outreach and events.
• Lead complex, multi-stakeholder negotiations from discovery to close.
• Build knowledge of A&D customer landscape, procurement dynamics and competitive positioning.
• Partner with Pre-Sales, Customer Success, and Solutions Engineering for evaluations and handoffs.
• Share field intelligence to inform product roadmap and GTM strategy.
• Mentor earlier-tenure AEs with deal strategy and best practices.

Skills

B2B SaaS sales

A&D knowledge

Full sales cycle

Consultative selling

Multi-stakeholder deals

Pipeline building

Travel to client sites

Job description

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip's cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage's Top Workplaces USA, and one of Built In Boston's "Best Places to Work" and "Best Midsize Places to Work".

About you

You're a tenured B2B SaaS seller who knows the aerospace and defense space inside and out, including the buyers, the compliance constraints, the long sales cycles, and what it actually takes to close. You thrive on owning a vertical end-to-end: building pipeline, navigating complex multi-stakeholder deals, and sharing what you've learned with the people around you. You're energized by working at the intersection of cutting-edge technology and one of the most demanding manufacturing environments in the world.

What skills or experience do I need

• 8-10+ years of B2B SaaS sales experience, with a track record of meeting or exceeding quota in complex, multi-stakeholder deals
• Deep familiarity with the aerospace and defense industry, including procurement processes, compliance environments, and operational workflows
• Experience managing a full sales cycle from prospecting through close, including contract negotiation
• Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes
• Comfortable operating in a fast-moving, early-stage environment where you help shape the playbook as much as you follow it
• US-based with ability to travel to customer sites as needed

Key Responsibilities

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical
• Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals
• Lead complex, multi-stakeholder deals from discovery through negotiation and close
• Develop deep knowledge of the A&D customer landscape. Think key accounts, personas, procurement dynamics, and competitive positioning
• Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs
• Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy
• Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices
• Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance

Key Collaborators

• Pre Sales Engineering
• Solutions Engineering
• Customer Success & Adoption
• Product Marketing
• GTM & Enablement

Working At Tulip

We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies
• Dog-friendly office

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.

The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $100,000 - $150,000 per year, based on a L4 (minimum) to a L5 (maximum), and is eligible for on-target earnings (OTE). The final level will be determined during the interview process.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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