Sales 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 for clients and align solutions with business goals • Work with system safety engineers, product managers, and leadership to sell and deliver products and services • Close new business and carry a quota • Own annual bookings targets for Guardian software subscriptions and integrated assurance programs from first meeting through signature • Sell into defense and commercial autonomy markets • Run the full sales cycle, 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 • Manage the sales pipeline in Salesforce and maintain accurate 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 accounts, sales cycles, and internal reporting tasks • Liaise between the company and clients to support onboarding and customer satisfaction • Provide market feedback and recognize market trends to inform growth and sales strategies

🎯 Requirements

• Authorization to work in the United States; candidates requiring sponsorship for a work-authorized visa will not be considered • Proven closer with documented bookings and closed-won deal experience • 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 • Strong relationship-building, presentation, negotiation, conflict-resolution, and communication 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 personally owned closed-won deals • 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 DoD procurement processes preferred • Existing AV, aviation, missile, maritime, or space industry networks 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 preferred

🏖️ Benefits

• Competitive salary • Medical, Dental, Vision, 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 • Approximately 25% travel to customer sites, conferences, and trade shows