Account Executive – Defense & Government

Noda

Account Executive driving new business and long-term account growth with US defense customers. Managing sales lifecycle while collaborating closely with cross-functional teams in a remote setup.

Posted 6/26/2026full-timeRemote • Washington • 🇺🇸 United StatesSeniorLeadWebsite

About the role

Key responsibilities & impact

End-to-end ownership of the sales cycle, including prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close. This role decides where to spend time and defends those calls.
Build and maintain trusted relationships with DoD program offices, Program Managers, primes, and systems integrators.
Lead and coordinate capture efforts, including win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs.
Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting.
Represent NODA at customer briefings, technical demos, industry events, and partner meetings.
Provide market and competitive intelligence to product, engineering, and GTM teams.
Mentor and coordinate with junior BD staff to scale capture execution.

Requirements

What you’ll need

US Citizen (required), with the ability to obtain a security clearance.
8+ years winning new business with US defence customers, including time carrying a quota at a defence-tech company, prime, or integrator. Demonstrated success closing deals from the mid-six figures into the millions.
A service or mission area owned end-to-end. This may be Navy, Army, Air and Space Forces, SOCOM, or a combatant command. Deep familiarity with how program offices, primes, and integrators operate in that lane, with the ability to open and hold senior conversations.
Fluent in how the government actually buys, with pursuit experience across OTA, IDIQ, SBIR/STTR, and FAR vehicles. Able to write a white paper, brief a source-selection official, and negotiate a cooperative agreement without hand-holding.
Strong briefer, able to translate technical capability into mission impact for both an O-6 and a CEO, in writing and in the room.
Willingness to travel for customer engagements and demonstrations (up to 40-60%).

Benefits

Comp & perks

Hybrid work environment
Competitive pay
Flexible time off
Generous PTO policy
Federal holidays
Generous health, dental, and vision benefits insurance
Free One Medical membership
Travel support

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills & Tools

sales cycle managementprospectingqualificationsolution designcapture planningnegotiationCRM forecastingmarket intelligencecompetitive intelligenceproposal writing

Soft Skills

relationship buildingleadershipmentoringcommunicationpresentation skillsstrategic thinkingcollaborationproblem-solvingadaptabilitynegotiation

Certifications

security clearancebusiness development certificationproject management certificationdefense acquisition certificationcontract management certificationsales certificationnegotiation certificationleadership certificationtechnical writing certificationgovernment contracting certification