Senior Account Executive

NLign Analytics

Senior Account Executive at NLign Analytics managing defense tech solutions for military clients. Requires 5-7 years in software sales and strong Gov relations.

Posted 5/22/2026full-timeRemote • Ohio • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Shape and capture program-of-record opportunities.
Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints.
Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award.
Win new software business with DoW.
Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities.
Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts.
Own the territory end-to-end.
Build, manage, and accurately forecast pipeline across the territory.
Develop and execute strategic account plans for priority government programs.
Maintain trusted relationships with senior stakeholders across program offices and depots.
Navigate DoW acquisition mechanics.
Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships.
Translate procurement constraints into executable deal structures.
Drive product and roadmap input.
Partner with product and engineering to translate customer problem sets back into the company's roadmap.
Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory.
Represent the company externally.
Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings.
Maintain accurate and current pipeline, account, and activity data in the CRM.

Requirements

What you’ll need

Bachelor's degree (or equivalent experience) in business, engineering, or a related discipline.
Minimum of 5-7 years selling enterprise software or shaping defense acquisition programs within the DoW and defense industrial base, with a demonstrated track record of winning high-ACV (six- and seven-figure) deals.
Deep, current relationships within either (a) the U.S. Air Force aviation and maintenance community, or (b) the Navy/Marine Corps aviation and maintenance community.
Demonstrated ability to lead complex, relationship-driven pursuits from shaping through close, including executive-level selling to both government and commercial buyers.
Fluency in DoW acquisition mechanics, government contracting vehicles, and prime contractor procurement processes.
Proficiency with modern sales tooling, including CRM (HubSpot or equivalent) and sales intelligence platforms (Apollo or equivalent).
Willingness and ability to travel 50-75% to customer sites, OEM facilities, and industry events.
Active U.S. Secret security clearance.

Benefits

Comp & perks

Flexibility: Not a morning person? No problem. We only ask that you begin your day by 10:00am.
Also, you will enjoy a flexible schedule and some ability to telecommute.
Employees are given the option to work from home for most roles.
Casual Dress: Don't be fooled by the casual clothing and laid-back atmosphere.
Professional Development: Continuous learning on us. Reimbursement provided for up to 100% of qualifying education expenses.
Food: Keep your energy levels up with our well-supplied snack and beverage kitchen and enjoy a weekly lunch with your talented colleagues on Free Lunch Wednesdays.
Fun employee events

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise software salesdefense acquisition programshigh-ACV deal closingstrategic account planningpipeline managementproposal developmentcapture strategycontract negotiationfield intelligence analysiscustomer relationship management

Soft Skills

leadershiprelationship managementcommunicationstrategic thinkingnegotiationproblem-solvingstakeholder engagementforecastingcollaborationexecutive-level selling

Certifications

Bachelor's degreeU.S. Secret security clearance