Unknown - Field Account Executive, Defense
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, often spanning long sales cycles and multi-year contracts. • Develop and execute account plans that land initial deals and expand them over time. • Partner closely with product and engineering to relay customer feedback and influence the roadmap. • Develop a deep understanding of Flow's platform and the technical workflows of our customers, including how AI agents support 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 • 5+ years of sales experience, including 3+ years of closing 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, including technical, executive, and procurement audiences. • Comfortable selling six and seven figure deals and managing formal procurement, security, and legal review. • Strong discovery and consultative selling skills: you listen first and lead with customer problems. • 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. • How We Work & Values • Speed over everything: move fast, run experiments, learn quickly. • Own, downscope, ship, iterate: one clear owner per deal and initiative, from first contact to close. • Fundamentals done well: rigorous discovery, clear documentation, and thoughtful follow-through are part of every deal, not an afterthought.
Benefits
• OTE$190K – $300K • Offers Equity • Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor. • Flow is seeking a strategic account executive to build and own our go-to-market motion in defense. You will own the full sales cycle, from prospecting and discovery through close, selling into major engineering-led organizations that build complex hardware and software systems. • Competitive salary and meaningful equity. • Health, dental, and vision coverage. • Flexible time off and support for continued learning and staying current with the AI ecosystem.
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