noda-ai - Account Executive - Defense & Government

United States - Hybrid2mo ago

Remote Senior NA Government Travel Account Executive Product Marketing Prospecting CRM Management Close

Requirements

• 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%). • Prior experience at a defence tech company, prime, or systems integrator. • Domain knowledge in unmanned systems, ISR, C2, autonomy, or related mission software. • Prior experience managing capture for OTA, IDIQ, and FAR proposals and teaming arrangements. • Strategic thinker with a hunter mentality and rigour for process. • Strong collaborator, able to coordinate cross-functional teams in high-intensity capture cycles. • Highly organised with excellent CRM and pipeline hygiene habits. • Persuasive storyteller who translates technical capabilities into mission impact. • Resilient, pragmatic, and customer-centric.

Responsibilities

• 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.

Benefits

• 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 • Growth Path at NODA • Successful AEs can advance to Senior Account Executive, Strategic Accounts Lead, Head of Sales (defense vertical), or cross into GTM leadership and capture leadership roles.