Strategic Account Manager
Liquid Instruments, San Diego, CA, United States
The Role
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.
What You’ll Do 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 lifecycles, 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
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 next steps
What We’re Looking For
3–4 years of experience in sales or account management within Test & Measurement, instrumentation, or electronic systems
Proven experience selling to Aerospace & Defense customers, ideally A&D primes or major tier‑1 suppliers
Comfort engaging with engineers and technical decision-makers on complex test and measurement topics
Understanding of A&D procurement processes, long sales cycles, and program‑driven purchasing
Strong account planning, relationship-building, and consultative selling skills
Experience using CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
Willingness to travel for customer meetings, program reviews, and industry events
Bachelor’s degree required; STEM background strongly preferred
Nice to Have
Hands‑on experience with oscilloscopes, signal analyzers, data acquisition, RF, or FPGA‑based systems
Familiarity with qualification, environmental, or production test environments
Experience working across global teams and time zones
Exposure to government‑funded or compliance‑driven programs
What We Offer
Competitive base salary + performance‑based incentive
Equity participation in a venture‑backed company
Comprehensive medical and dental insurance (100% employee premiums covered)
401(k) with company match
Four weeks paid vacation, sick time, and holidays
Opportunity to sell genuinely differentiated technology with strong technical credibility in A&D markets
A collaborative, global team environment with significant room for growth
#J-18808-Ljbffr
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.
What You’ll Do 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 lifecycles, 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
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 next steps
What We’re Looking For
3–4 years of experience in sales or account management within Test & Measurement, instrumentation, or electronic systems
Proven experience selling to Aerospace & Defense customers, ideally A&D primes or major tier‑1 suppliers
Comfort engaging with engineers and technical decision-makers on complex test and measurement topics
Understanding of A&D procurement processes, long sales cycles, and program‑driven purchasing
Strong account planning, relationship-building, and consultative selling skills
Experience using CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
Willingness to travel for customer meetings, program reviews, and industry events
Bachelor’s degree required; STEM background strongly preferred
Nice to Have
Hands‑on experience with oscilloscopes, signal analyzers, data acquisition, RF, or FPGA‑based systems
Familiarity with qualification, environmental, or production test environments
Experience working across global teams and time zones
Exposure to government‑funded or compliance‑driven programs
What We Offer
Competitive base salary + performance‑based incentive
Equity participation in a venture‑backed company
Comprehensive medical and dental insurance (100% employee premiums covered)
401(k) with company match
Four weeks paid vacation, sick time, and holidays
Opportunity to sell genuinely differentiated technology with strong technical credibility in A&D markets
A collaborative, global team environment with significant room for growth
#J-18808-Ljbffr