Istari

Commercial Account Executive

Istari

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $140,000 - $170,000 per year

Job Level

Mid-LevelSenior

Tech Stack

Cloud

About the role

  • Build and execute a territory strategy focused on A&D primes, tiered suppliers, and advanced hardware companies
  • Drive outbound prospecting to engineering, program, and digital transformation stakeholders
  • Partner with Demand Gen and BDRs to build predictable, high-quality pipeline
  • Own the full sales cycle from first meeting to close
  • Conduct discovery to uncover engineering bottlenecks and digital engineering priorities
  • Partner with Solution Architects to scope architectures and deliver compelling demos
  • Build ROI models and navigate complex stakeholder landscapes
  • Build trusted relationships with engineering directors and program managers
  • Identify multi-program and multi-business-unit expansion opportunities

Requirements

  • 4–8+ years of quota-carrying enterprise software or technical B2B sales
  • Experience selling into aerospace & defense / industrial / manufacturing customers.
  • Proven success navigating complex multi-stakeholder sales cycles with engineering, operations, IT, and procurement.
  • Experience selling infrastructure, data platforms, engineering software, or cloud/SaaS into technical buyers.
  • Excellent discovery, qualification, and consultative selling capabilities.
  • Ability to translate technical workflows into compelling business value for engineering-centric organizations.
  • Strong written and verbal communication skills; exceptional presenter and storyteller.
  • High ownership, persistence, and comfort operating in a dynamic, early-stage environment.
  • Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use-cases / connections at Istari
  • Team Player
  • Willing to travel 25-50%
  • Must be a US citizen living within the United States.
Benefits
  • Medical/Dental/Vision
  • Employee Premiums are 100% Company Paid
  • Life Insurance
  • Flexible Work Hours
  • Unlimited Paid Time Off (PTO) with federal government holidays
  • Competitive Compensation
  • 401k
  • Company Stock Options
  • Home Office Setup Budget
  • Reimbursement for approved trainings and subscriptions
  • Conferences (travel, lodging, and fees)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
quota-carrying salesenterprise software salestechnical B2B salesselling infrastructuredata platformsengineering softwarecloudSaaSdiscoveryconsultative selling
Soft skills
strong written communicationstrong verbal communicationpresentation skillsstorytellinghigh ownershippersistenceteam playeroutbound prospectingrelationship buildingconsultative capabilities