Enterprise Account Executive – Autonomous Systems, Defense

🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $140k - $160k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Edge Case Research

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2013

💼 Consulting

🛡️ Insurance

🚘 Automotive

💰 $12M Series A on 2021-09

Consulting • Insurance • Automotive

Edge Case Research is a trusted risk-management partner for companies developing autonomous vehicles, including self-driving trucks and robotaxis. The company focuses on ensuring the safety of autonomous systems by helping developers measure, manage, and communicate the risks associated with software driving in real-world scenarios. Edge Case provides a software platform called nLoop that facilitates building, monitoring, and managing live safety cases to align teams around safety protocols throughout the development lifecycle.

📋 Description

• Sell Edge Case products and services to commercial and defense customers • Serve as the primary point of contact and liaison for clients • Align solutions with customers’ business goals • Collaborate with system safety engineers, product managers, and leadership • Close new business and carry a quota • Own annual bookings targets for Guardian software subscriptions and integrated assurance programs • Manage the sales process from first meeting through signature • Sell into defense and commercial autonomy markets, including DoD program offices, prime contractors, automotive OEMs, robotaxi and autonomous delivery fleets, offshore energy robotics, and commercial space and satellite operations • Run full enterprise sales cycles including prospecting, qualification, technical discovery, solution scoping, pricing, negotiation, and contract close • Expand existing accounts and drive land-and-expand growth, multi-year renewals, and recurring revenue • Travel approximately 25% to customer sites, conferences, and trade shows • Manage pipeline in Salesforce and maintain accurate weekly and quarterly forecasts • Prepare client proposals and reports • Present products and services to potential clients • Translate technical capabilities into business value, ROI cases, and value propositions • Manage multiple simultaneous accounts, sales cycles, and internal reporting tasks • Ensure smooth onboarding and high customer satisfaction • Recognize market trends and provide customer feedback to inform growth and sales strategies

🎯 Requirements

• Authorization to work in the United States is a precondition of employment • Candidates requiring sponsorship for a work-authorized visa will not be considered • Proven closer with documented bookings deal record and personally owned closed-won deals • Experience working in the AV Industry • Complex solution and systems integration sales experience • Technical fluency with system safety engineers, software developers, and integration teams • Hands-on Salesforce experience • Structured qualification methodology and reliable forecasting • Ability to create relationships with Customers, Partners, and Stakeholders • Strong in-person and remote presentation skills • Ability to relay technical information to non-technical customers • Experience developing value propositions for emerging technologies • Bachelor’s or higher Degree in a technical or business-related field or equivalent experience • Experience leading and maintaining trust in a fast-growing startup • Ability to engage with product developers, system safety engineers, software developers, marketing, and operations groups • 5+ years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services • Documented quota attainment and closed-won deals personally owned • Smart, helpful, friendly, and effective communication style • Preferred: military veteran with post-service commercial sales experience • Preferred: Department of War and DoD procurement knowledge • Preferred: background in the US defense industry and/or knowledge of DoD procurement processes • Preferred: existing network in AV, aviation, missile, maritime, or space system development or acquisition • Preferred: familiarity with UL 4600, ISO 26262, MIL-STD-882E, or DO-178C • Preferred: experience with export-controlled programs and ITAR-regulated environments • Preferred: experience selling inside a fast-growing startup or scale-up

🏖️ Benefits

• Competitive salary • Medical insurance • Dental insurance • Vision insurance • Life Insurance • Short-Term Disability • Long-Term Disability • 401(k) match • Flexible Spending Accounts • Parental Leave • Paid time off • Holidays • Opportunities for professional growth and development • Collaborative and inclusive work environment

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