Account Executive, A&D

Account Executive, A&D

Boston, MA An industry-leading provider of high-integrity embedded software toolsets is looking for an Account Executive to lead its high-growth aerospace and defense business segment. Operating as a critical corporate strategist, you will lead the charge in expanding our technology footprint within major military programs and defense systems integrators. This position requires an execution-focused leader who can confidently navigate the defense ecosystem, build deep institutional trust, and secure large-scale software adoptions across multi-site engineering operations.

Key Responsibilities

• Cultivate and expand a sustainable sales network across priority defense primes, avionics developers, and strategic aerospace accounts.
• Devise and guide complex software enterprise strategies that encompass multi-year development programs, specialized engineering sites, and diverse project teams.
• Establish and roll out regional go-to-market plans, defining target segments, resource distribution models, and long-term revenue growth goals.
• Work across internal corporate boundaries to unite sales professionals, software tool designers, and field engineers behind primary enterprise sales goals.
• Oversee day-to-day transaction steps alongside regional territory reps while ensuring macro business goals remain a priority across the entire segment.
• Secure and maintain active relationships with program directors, software engineering executives, compliance specialists, and senior procurement leads.
• Navigate technical and business parameters of long-term software agreements, managing price adjustments, licensing structures, and contract terms.
• Investigate defense software market variations, safety-critical certification developments, and competitor moves to capture new software tool adoption opportunities.
• Act as an expert organizational representative at critical client events, aerospace engineering seminars, and national defense software summits.
• Compile and deliver exact weekly sales forecasts, clean pipeline data, and transparent market updates directly to senior corporate leaders.

Core Qualifications

• Bachelor's degree in an Engineering discipline, Computer Science, or a related business field.
• 10+ years of definitive success leading high-value sales initiatives, business capture, or account management teams within the aerospace and defense tech sectors.
• Highly successful background navigating complex technical software sales cycles within heavily scrutinized, safety-critical markets.
• Deep professional footprint marked by active credibility and deep connections among defense contractors and major program offices.
• Exceptional executive communication skills with an intuitive understanding of enterprise value selling and complex procurement steps.
• Proven leadership capability when running cross-functional pursuit teams made up of sales, support, and engineering experts.
• Gifted at breaking down complex software engineering requirements into robust, value-oriented commercial plans.
• Comprehensive knowledge of CRM tools and pipeline management metrics with a track record of strict forecasting accuracy.
• Willingness to travel extensively as needed to maintain high-impact face-to-face customer engagements and support defense software initiatives.

If you are a highly motivated, results-oriented sales professional who thrives on leading multi-tier capture campaigns for advanced software tools, this is an exceptional opportunity. This role offers high organizational visibility while supporting the development of next-generation, high-performance defense technologies. Take the next step in your career by providing your resume and a summary of your sales victories to Webster & Webster Associates today.