Field Account Executive – Defense

Flow Engineering

Field Account Executive owning complex defense sales for Flow Engineering's AI-native requirements platform. Managing enterprise deals with engineering, aerospace, and defense customers.

Posted 8/25/2026full-timeRemote • District of Columbia, Washington • 🇺🇸 United StatesMid-LevelSenior💰 $190,000 - $300,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing the full sales cycle for B2B SaaS solutions, particularly in the aerospace and defense sectors, with a strong focus on consultative selling and navigating complex enterprise deals. Proven ability to collaborate with technical teams and influence product development based on customer feedback.

Highest-signal resume keywords

B2B SaaS Sales ExperienceComplex Deal NegotiationConsultative Selling SkillsAccount ManagementStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementQuota AchievementProspectingDiscoveryClosingAccount PlanningMulti-Stakeholder SalesProcurement NavigationSecurity Review ManagementTechnical Workflow Understanding

Soft Skills

Strong CommunicationHigh OwnershipAdaptabilityCollaboration

Tools & Technologies

Engineering ToolsPLM ToolsRequirements Management Tools

Industry Keywords

AerospaceDefenseEnterprise SalesTechnical BuyersCustomer Feedback

About the role

Key responsibilities & impact

Build and own Flow's go-to-market motion in defense
Own the full sales cycle, from prospecting and discovery through close
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 customers' technical workflows, including AI agents supporting systems engineering
Represent Flow at industry events, conferences, and customer meetings
Collaborate with leadership to refine positioning, pricing, and go-to-market strategy
Travel 30–50% expected

Requirements

What you’ll need

5+ years of sales experience
3+ years of closing experience 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 with technical, executive, and procurement audiences
Comfortable selling six- and seven-figure deals
Experience managing formal procurement, security, and legal review
Strong discovery and consultative selling skills
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
Legally authorized to work in the United States

Benefits

Comp & perks

Meaningful equity
Health coverage
Dental coverage
Vision coverage
Flexible time off
Support for continued learning
Support for staying current with the AI ecosystem