Field Account Executive, Defense

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.

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  Own the full sales cycle: prospect, qualify, run discovery and demos, navigate procurement and security review, negotiate, and close new business.

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  Build and manage a portfolio of engineering organizations, hardware companies, and aerospace/defense customers.

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  Run complex, multi-threaded deals across technical, executive, and procurement stakeholders, often spanning long sales cycles and multi-year contracts.

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  Develop and execute account plans that land initial deals and expand them over time.

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  Partner closely with product and engineering to relay customer feedback and influence the roadmap.

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  Develop a deep understanding of Flow's platform and the technical workflows of our customers, including how AI agents support systems engineering.

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  Represent Flow at industry events, conferences, and customer meetings.

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  Collaborate with leadership to refine positioning, pricing, and go-to-market strategy.

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  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.

• 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.