Strategic Field Account Executive—Defense & Aerospace

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

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.