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CoLab is an AI platform that helps mechanical engineering teams bring products to market faster by building a knowledge repository of design feedback and decisions. AI agents use this repository to flag issues on future designs before they compound, making teams smarter and faster over time. Customers include Ford, Komatsu, and Johnson Controls.
As a Key Account Executive focused on Aerospace & Defense, you will own and grow CoLab's most strategic enterprise accounts across North America. You'll engage with senior engineering, program, and procurement leaders at large A&D companies, closing enterprise deals ranging from $200K to $2M+, and uncovering expansion opportunities across business units and global programs.
This is a high-impact role for a consultative, relationship-driven seller who understands regulated industries and thrives in long-cycle, multi-stakeholder enterprise sales. You'll shape CoLab's presence in the A&D market and bring valuable field insights back into GTM and product strategy.
Key responsibilities include owning the full sales cycle for CoLab's largest A&D accounts, closing high-value enterprise deals while navigating complex buying processes with multiple stakeholders, leading discovery conversations to understand engineering workflows and regulatory constraints, partnering with Sales Development, Marketing, and Customer Success on engagement and expansion, building executive-level relationships with engineering and procurement leaders, serving as a strategic advisor on reducing rework and accelerating time-to-market, developing strategic account and territory plans, maintaining healthy pipeline and forecasting in Salesforce, and collaborating on contract renewals and expansion motions.
Note: This role requires occasional travel for on-site team meetings in Newfoundland, Canada at least twice per year (primarily December and June), plus occasional customer site visits. Attendance at the majority of these events is mandatory.
REQUIREMENTS:
- 5+ years of enterprise SaaS sales experience with proven track record closing high-value contracts ($200K–$2M+)
- Experience selling into large organizations (10,000+ employees) and managing complex, multi-stakeholder sales cycles
- Familiarity with selling into Aerospace & Defense, or similar sectors (defense tech, aviation, industrial systems, manufacturing)
- Strong consultative selling and solution-based approach, particularly in technical industries like industrial equipment, automotive, or aerospace
- Ability to manage a growing pipeline of high-value enterprise opportunities with effective follow-up and deal progression
- Comfortable navigating complex enterprise sales cycles and aligning internal resources to close deals
- Strong communication and negotiation skills with ability to influence senior decision-makers
- Experience using Salesforce to manage pipeline and forecast deals with accuracy
- Team player who collaborates across departments
- Self-motivated and driven to exceed sales targets and grow enterprise accounts
