Enterprise Account Executive - Federal Aerospace & Defense

The Enterprise Account Executive for the Federal Aerospace, Defense, and Airline Industry is responsible for driving growth and managing key accounts within these complex and highly regulated sectors. This role demands a comprehensive understanding of aerospace, defense, and airline industry challenges, including government contracting, regulatory compliance, service parts management, and supply chain dynamics. The Enterprise Account Executive will work closely with cross-functional teams to develop strategic account plans and deliver tailored solutions that support digital transformation, operational efficiency, and service parts optimization for aerospace, defense, and airline clients. 

Responsibilities 

• Develop and execute a sales strategy specifically tailored to federal aerospace, defense, and airline clients, addressing the unique needs of government agencies, defense contractors, and commercial airlines.   

• Build and maintain relationships with key stakeholders, including senior government officials, defense leaders, and airline executives, to foster long-term partnerships and account growth.   

• Lead the entire sales cycle, from prospecting through deal closure, utilizing a solution-based approach that tackles industry-specific challenges such as service parts management, supply chain integration, and digital transformation.   

• Collaborate with internal teams, including product management, technical sales, and service parts management specialists, to deliver solutions that comply with regulatory standards and address mission-critical needs.   

• Stay informed about industry regulations and compliance requirements, such as ITAR, DFARS, CMMC, and airline safety standards, to guide customer conversations and solutions.   

• Drive initiatives to increase adoption of software solutions across operations, supply chain, and logistics, focusing on IoT, PLM, CAD, and service parts management solutions to support maintenance, repair, and operations (MRO) needs within defense and airline sectors. 

Skills and Knowledge 

• Strong consultative selling skills, with the ability to address complex challenges in aerospace, defense, and airline sectors and present tailored technology solutions.   

• In-depth understanding of federal government contracting and compliance, including ITAR, DFARS, CMMC, and airline safety and maintenance regulations.   

• Knowledge of service parts management, MRO, and supply chain requirements specific to aerospace, defense, and airline industries.   

• Familiarity with industry-specific technologies, including IoT, PLM, CAD, and software solutions for service parts and logistics optimization.   

• Proficiency in CRM tools for pipeline management and accurate forecasting, with the ability to engage and build trust with senior government, defense, and airline executives. 

Experience 

• 8+ years of experience selling enterprise software solutions, with a focus on the aerospace, defense, or airline sectors.   

• Proven track record of managing and growing complex accounts within highly regulated industries, consistently meeting or exceeding sales quotas.   

• Experience in solution-based selling, specifically addressing digital transformation, service parts management, and MRO challenges within the federal aerospace, defense, and airline industries.   

•  Background in managing government contracts, navigating federal procurement processes, and engaging with airline operational leaders is highly desirable. 

Minimum Qualifications 

• Bachelor’s degree in Business, Engineering, or a related field, or equivalent experience.   

• U.S. Citizenship is required to comply with government contract regulations.   

• Ability to travel as needed to meet with federal, defense, and airline clients.