Strategic Field Account Executive — Defense Tech

Flow Engineering, Inc.; Washington (District of Columbia); Hybrid; USD 120,000 - 210,000; Full time

Benefits offered by this job

Health coverage

Equity

Flexible time off

Job summary

Flow Engineering, Inc. seeks a strategic account executive to own our go-to-market motion in defense. You will manage the full sales cycle—from prospecting to close—targeting engineering-led organizations that build complex hardware and software systems.

You will lead multi-year, six- and seven-figure deals, navigate procurement and security reviews, and partner with product and engineering to align the roadmap with customer needs. Expect 30–50% travel in a fast-paced, high-ownership environment.

Qualifications

• 5+ years of sales experience, including 3+ years closing in B2B SaaS
• Experience selling to technical or engineering buyers
• Track record of meeting or exceeding quota on large, complex deals
• Experience navigating long, multi-stakeholder enterprise sales cycles (technical, executive, procurement)
• Comfort selling six- and seven-figure deals and managing procurement, security, and legal reviews
• Strong discovery and consultative selling skills, customer-problem focused
• Ability to work in a high-ownership, fast-paced environment and 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
• Develop and execute account plans to land initial deals and expand them over time
• Partner with product and engineering to relay customer feedback and influence the roadmap
• Develop a deep understanding of Flow's platform and its workflows for customers, including AI agents support for 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

Enterprise sales

SaaS sales

Stakeholder management

Account planning

Technical Buyer navigation

Deal closing (large deals)

Job description

Flow Engineering, Inc. seeks a strategic account executive to own our go-to-market motion in defense. You will manage the full sales cycle—from prospecting to close—targeting engineering-led organizations that build complex hardware and software systems.

You will lead multi-year, six- and seven-figure deals, navigate procurement and security reviews, and partner with product and engineering to align the roadmap with customer needs. Expect 30–50% travel in a fast-paced, high-ownership environment.