Liquid Instruments: Account Manager

Location:

Del Mar, California

Location:

Del Mar, CA (Hybrid) | Remote considered (US-based)

Liquid Instruments builds next-generation test and measurement technology for engineers and scientists pushing the boundaries of discovery.

Founded by scientists from the Australian National University, with research roots connected to NASA's Jet Propulsion Laboratory, Liquid Instruments grew out of advanced physics and instrumentation research. Today, the company applies deep expertise in high-speed digital signal processing to deliver software-defined test and measurement platforms that replace racks of traditional lab equipment with a single, reconfigurable device—combining flexibility, performance, and cost efficiency through FPGA-based hardware and intuitive software.

Liquid Instruments operates globally, with teams in Del Mar (San Diego), California and Canberra, Australia. We are a growing, venture-backed company with a collaborative, technically curious culture that values ownership, clarity, and impact across time zones.

We are seeking a Strategic Account Manager focused on Aerospace & Defense (A&D) prime contractors to drive revenue growth and long-term account expansion within a defined set of high-value customers.

This role is ideal for a technically fluent sales professional with 3–4 years of experience in Test & Measurement or instrumentation, who understands the buying dynamics, program structures, and qualification processes typical of large A&D organizations. You will manage complex sales cycles involving engineering, program management, procurement, and executive stakeholders, positioning Liquid Instruments as a strategic technology partner across development, test, and production environments.

This role reports to the Senior Director of Sales.

Strategic Account Ownership & Growth

• Own and expand a portfolio of A&D prime accounts, driving revenue through new design wins, program expansions, and long-term platform adoption
• Develop and execute multi-year account strategies aligned with customer roadmaps, program life cycles, and funding timelines
• Navigate complex, multi-stakeholder sales cycles involving engineering, systems, test, procurement, and leadership teams

New Opportunity & Program Development

• Identify and qualify opportunities across R&D, validation, qualification, and production test use cases
• Understand customer architectures, test challenges, and compliance requirements to position Liquid Instruments' platform effectively
• Drive early engagement to influence specifications and become embedded in customer test strategies

Customer & Partner Relationships

• Serve as the primary commercial point of contact for assigned accounts
• Build trusted relationships through regular engagement, technical alignment, QBRs, and on-site visits
• Coordinate with channel partners and distributors where applicable to ensure consistent execution and customer experience

Cross-Functional Collaboration

• Partner closely with applications engineering, product management, and R&D to support evaluations, demos, and customer success
• Relay structured customer feedback on requirements, competitive positioning, and emerging A&D trends
• Support marketing initiatives including targeted campaigns, industry events, and A&D-focused trade shows

Sales Operations & Forecasting

• Maintain accurate pipeline, forecasting, and account data within CRM tools
• Prioritize opportunities based on program timing, strategic value, and revenue potential
• Communicate clearly with internal stakeholders on deal progress, risks, and…