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Commercial Account Executive (A&D)
The Commercial Account Executive (A&D) is responsible for driving new business and expansion across commercial aerospace and defense markets—including primes, tier 1/2/3 suppliers, high‑growth defense technology companies, and adjacent industrial engineering organizations serving national‑security missions.
You will own the full sales cycle, from prospecting and multi‑stakeholder discovery through technical evaluations, pricing, and close. Istari’s sales motion is highly consultative and technical; successful AEs deeply understand engineering workflows, digital transformation pain points, and the operational pressures facing A&D hardware producers.
You will collaborate closely with Solution Architects, Demand Generation, and Sales Operations to build pipeline, qualify opportunities, shape technical evaluations, and drive meaningful revenue growth.
Key Responsibilities
Pipeline Generation & Territory Ownership:
Build and execute a territory strategy focused on A&D primes, tiered suppliers, and advanced hardware companies. Drive outbound prospecting to engineering, program, and digital transformation stakeholders. Partner with Demand Gen and BDRs to build predictable, high‑quality pipeline. Qualify opportunities based on technical fit, value potential, and organizational readiness.
Sales Execution & Deal Management:
Own the full sales cycle from first meeting to close. Conduct discovery to uncover engineering bottlenecks, data fragmentation issues, supplier coordination challenges, and digital engineering priorities. Partner with Solution Architects to scope architectures, plan proofs of value, and deliver compelling demos. Build ROI models and business cases that show impact on design cycle time, supplier integration, cost reduction, and engineering throughput. Navigate complex stakeholder landscapes across engineering, IT, digital transformation teams, and procurement. Lead pricing, contracting, and commercial negotiations.
Cross‑Functional Collaboration:
Work closely with Solution Architects on technical validation strategy. Provide market, customer, and competitive insights to Product and Engineering. Collaborate with Sales Operations & Strategy on forecasting and territory planning. Contribute to A&D‑specific GTM plays, case studies, outreach messaging, and market content.
Customer Relationship Building & Expansion:
Build trusted relationships with engineering directors, digital engineering leads, program managers, and supply‑chain transformation teams. Identify multi‑program and multi‑business‑unit expansion opportunities to accelerate enterprise penetration. Support Customer Success during onboarding to ensure a smooth transition and long‑term value realization. Position Istari as the foundational infrastructure for boundaryless digital engineering, not a feature vendor.
Required Qualifications
4–8+ years of quota‑carrying enterprise software or technical B2B sales
Experience selling into aerospace & defense / industrial / manufacturing customers
Proven success navigating complex multi‑stakeholder sales cycles with engineering, operations, IT, and procurement
Experience selling infrastructure, data platforms, engineering software, or cloud/SaaS into technical buyers
Excellent discovery, qualification, and consultative selling capabilities
Ability to translate technical workflows into compelling business value for engineering‑centric organizations
Strong written and verbal communication skills; exceptional presenter and storyteller
High ownership, persistence, and comfort operating in a dynamic, early‑stage environment
Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use‑cases / connections at Istari
Team Player
Willing to travel 25‑50%
Must be a US citizen living within the United States
Preferred Qualifications
Prior experience selling to A&D primes (e.g., Lockheed Martin, Northrop Grumman, Boeing, Raytheon, GE Aerospace, L3Harris)
Experience selling into tiered supplier ecosystems and hardware manufacturing programs
Familiarity with digital engineering, model‑based engineering, CAD/CAE, PLM, or engineering automation workflows
Background in aerospace, defense, hardware engineering, or industrial software
Why Join Us?
Shape the future of digital engineering across the DoD and national security ecosystem
Lead the technical motion at the intersection of AI, engineering infrastructure, and multi‑domain collaboration
Work directly with engineering leadership and mission stakeholders on high‑impact deployments
Influence the product roadmap through real mission needs and demo feedback
Join a high‑trust, mission‑driven team building transformative technology
Benefits
Health and Family
Medical/Dental/Vision
Employee Premiums are 100% Company Paid
Life Insurance
Flexible Work Hours
Unlimited Paid Time Off (PTO) with federal government holidays
Financial
Competitive Compensation
401k
Company Stock Options
Home Office Setup Budget
Learning
Reimbursement for approved trainings and subscriptions
Conferences (travel, lodging, and fees)
Note – some benefits are not available to interns or contractors.
Istari is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Thank you for your interest in Istari. Expect to hear back from us soon with next steps.
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The Commercial Account Executive (A&D) is responsible for driving new business and expansion across commercial aerospace and defense markets—including primes, tier 1/2/3 suppliers, high‑growth defense technology companies, and adjacent industrial engineering organizations serving national‑security missions.
You will own the full sales cycle, from prospecting and multi‑stakeholder discovery through technical evaluations, pricing, and close. Istari’s sales motion is highly consultative and technical; successful AEs deeply understand engineering workflows, digital transformation pain points, and the operational pressures facing A&D hardware producers.
You will collaborate closely with Solution Architects, Demand Generation, and Sales Operations to build pipeline, qualify opportunities, shape technical evaluations, and drive meaningful revenue growth.
Key Responsibilities
Pipeline Generation & Territory Ownership:
Build and execute a territory strategy focused on A&D primes, tiered suppliers, and advanced hardware companies. Drive outbound prospecting to engineering, program, and digital transformation stakeholders. Partner with Demand Gen and BDRs to build predictable, high‑quality pipeline. Qualify opportunities based on technical fit, value potential, and organizational readiness.
Sales Execution & Deal Management:
Own the full sales cycle from first meeting to close. Conduct discovery to uncover engineering bottlenecks, data fragmentation issues, supplier coordination challenges, and digital engineering priorities. Partner with Solution Architects to scope architectures, plan proofs of value, and deliver compelling demos. Build ROI models and business cases that show impact on design cycle time, supplier integration, cost reduction, and engineering throughput. Navigate complex stakeholder landscapes across engineering, IT, digital transformation teams, and procurement. Lead pricing, contracting, and commercial negotiations.
Cross‑Functional Collaboration:
Work closely with Solution Architects on technical validation strategy. Provide market, customer, and competitive insights to Product and Engineering. Collaborate with Sales Operations & Strategy on forecasting and territory planning. Contribute to A&D‑specific GTM plays, case studies, outreach messaging, and market content.
Customer Relationship Building & Expansion:
Build trusted relationships with engineering directors, digital engineering leads, program managers, and supply‑chain transformation teams. Identify multi‑program and multi‑business‑unit expansion opportunities to accelerate enterprise penetration. Support Customer Success during onboarding to ensure a smooth transition and long‑term value realization. Position Istari as the foundational infrastructure for boundaryless digital engineering, not a feature vendor.
Required Qualifications
4–8+ years of quota‑carrying enterprise software or technical B2B sales
Experience selling into aerospace & defense / industrial / manufacturing customers
Proven success navigating complex multi‑stakeholder sales cycles with engineering, operations, IT, and procurement
Experience selling infrastructure, data platforms, engineering software, or cloud/SaaS into technical buyers
Excellent discovery, qualification, and consultative selling capabilities
Ability to translate technical workflows into compelling business value for engineering‑centric organizations
Strong written and verbal communication skills; exceptional presenter and storyteller
High ownership, persistence, and comfort operating in a dynamic, early‑stage environment
Strong outbound prospecting skills and ability to build a territory from the ground up leveraging existing use‑cases / connections at Istari
Team Player
Willing to travel 25‑50%
Must be a US citizen living within the United States
Preferred Qualifications
Prior experience selling to A&D primes (e.g., Lockheed Martin, Northrop Grumman, Boeing, Raytheon, GE Aerospace, L3Harris)
Experience selling into tiered supplier ecosystems and hardware manufacturing programs
Familiarity with digital engineering, model‑based engineering, CAD/CAE, PLM, or engineering automation workflows
Background in aerospace, defense, hardware engineering, or industrial software
Why Join Us?
Shape the future of digital engineering across the DoD and national security ecosystem
Lead the technical motion at the intersection of AI, engineering infrastructure, and multi‑domain collaboration
Work directly with engineering leadership and mission stakeholders on high‑impact deployments
Influence the product roadmap through real mission needs and demo feedback
Join a high‑trust, mission‑driven team building transformative technology
Benefits
Health and Family
Medical/Dental/Vision
Employee Premiums are 100% Company Paid
Life Insurance
Flexible Work Hours
Unlimited Paid Time Off (PTO) with federal government holidays
Financial
Competitive Compensation
401k
Company Stock Options
Home Office Setup Budget
Learning
Reimbursement for approved trainings and subscriptions
Conferences (travel, lodging, and fees)
Note – some benefits are not available to interns or contractors.
Istari is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Thank you for your interest in Istari. Expect to hear back from us soon with next steps.
#J-18808-Ljbffr