Senior Account Executive – Defense

🕒 March 24

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Pelico

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

☁️ SaaS

🤝 B2B

🤖 Artificial Intelligence

💰 $40M Venture Round - Pelico on 2025-06

SaaS • B2B • Artificial Intelligence

Pelico is a fast-growing international SaaS scale-up that provides a platform for factory operations and supply chain management, helping production teams respond quickly to disruptions and mitigate operational impacts. Its AI and GenAI-enabled software empowers stakeholders across the production flow—Supply Chain Directors, Production Controllers, Supply Managers, Customer Support Managers, and MRO Ops Managers—to solve concrete problems like missing parts, delayed deliveries, and inefficient maintenance cycles. Pelico is used by industrial leaders such as Safran, Airbus, and Daikin, and operates from offices in Paris and Miami with rapid global growth and $40M in funding.

📋 Description

• Build and execute a strategic sales plan for the Defense sector, targeting leading industrial groups and public-sector entities. • Deliver €1.5M+ in new ARR and acquire 6+ new logos annually, including 2–3 strategic “dream logos.” • Manage multi-threaded, long-cycle enterprise deals involving procurement, technical, operational, and executive stakeholders. • Build and maintain a €2M+ qualified pipeline, ensuring consistent growth and forecasting accuracy. • Establish trusted relationships with key stakeholders such as defense primes, Tier 1 suppliers, and institutional actors. • Apply structured sales methodologies (MEDDIC) to ensure disciplined deal execution. • Represent Pelico at key defense and industry events (e.g., Eurosatory, GIFAS forums, Defense Innovation Days). • Collaborate with Marketing and Product to refine Pelico’s positioning and messaging for the Defense segment.

🎯 Requirements

• 8+ years of experience in enterprise SaaS or B2B technology sales, ideally with exposure to Defense, Aerospace, or public-sector environments. • Proven track record of closing €1M+ ARR deals in complex, long-cycle sales contexts. • Solid understanding of defense procurement processes, industrial operations, and supply chain resilience challenges. • Ability to navigate institutional and political environments with professionalism and credibility. • Strong communication, storytelling, and negotiation skills with C-level and public stakeholders. • Experience using Salesforce, Sales Navigator, Apollo, and CRM-based forecasting. • Methodical, resilient, and entrepreneurial mindset; thrives in ambiguity and builds structure where needed. • Familiarity with MEDDIC or Challenger Sales methodology is a plus.

🏖️ Benefits

• Stock Options: Available for every employee. • Remote Flexibility: Enjoy the freedom to work from anywhere. • Premium Health Coverage: Up to 70% covered by Pelico (Alan Healthcare). • Meal Allowance: €10/day worked, covered at 50% (via Swile card). • Transportation Support: 50% public transportation coverage or an equivalent sustainable mobility package. • Collaborative Environment: We foster a vibrant, growth-focused workplace where professional development and team connections thrive.