Note: The job is a remote job and is open to candidates in USA. Webster & Webster Associates is an industry-leading provider of high-integrity embedded software toolsets, seeking an Account Executive to lead its high-growth aerospace and defense business segment. The role involves expanding the technology footprint within major military programs and defense systems integrators while navigating the defense ecosystem and securing large-scale software adoptions.
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
Skills
- 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
Benefits
- Remote
Company Overview