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Flow Engineering is an AI-native requirements platform enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems. The company is seeking a strategic Field Account Executive to build and own the go-to-market motion in the defense sector.
You will own the complete sales cycle from prospecting and discovery through close, selling into major engineering-led organizations that build complex hardware and software systems. Your responsibilities include:
- Owning the full sales cycle: prospecting, qualifying leads, running discovery and product demos, navigating procurement and security reviews, negotiating terms, and closing new business.
- Building and managing a portfolio of engineering organizations, hardware companies, and aerospace/defense customers.
- Running complex, multi-threaded deals across technical, executive, and procurement stakeholders, often spanning long sales cycles and multi-year contracts.
- Developing and executing account plans that land initial deals and expand them over time.
- Partnering closely with product and engineering teams to relay customer feedback and influence the product roadmap.
- Developing deep understanding of Flow's platform and the technical workflows of customers, including how AI agents support systems engineering.
- Representing Flow at industry events, conferences, and customer meetings.
- Collaborating with leadership to refine positioning, pricing, and go-to-market strategy.
- Expected travel: 30–50% annually.
You will work in a high-ownership, fast-paced environment where you build process as you go, with a company culture emphasizing speed, clear ownership, and rigorous fundamentals.
REQUIREMENTS:
- 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.
