Sales Account Executive (Autonomous Systems)

TL;DR

Sales Account Executive (Autonomous Systems): Selling Guardian software subscriptions and integrated assurance programs for autonomous systems across defense, automotive, robotics, aerospace, and related markets with an accent on enterprise account development, technical solution scoping, and safety assurance. Focus on managing complex 6–18 month sales cycles, translating system safety capabilities into executive-level value propositions, and closing multi-stakeholder deals.

Location: United States; authorization to work in the United States is required, and visa sponsorship is not available. Approximately 25% travel to customer sites, conferences, and trade shows is expected.

Salary: $140,000–$160,000 annual base salary, plus incentive compensation.

Company

Startup developing products that define and measure the safety of autonomous systems for commercial and defense customers.

What you will do

• Own annual bookings targets for Guardian software subscriptions and integrated assurance programs from initial meeting through contract signature.
• Manage the full enterprise sales cycle, including prospecting, qualification, technical discovery, solution scoping, pricing, negotiation, and closing.
• Sell to defense and commercial autonomy markets, including DoD program offices, prime contractors, automotive OEMs, robotaxi and delivery fleets, robotics operators, and space companies.
• Expand existing accounts through land-and-expand growth, multi-year renewals, and recurring revenue.
• Maintain Salesforce pipeline hygiene, structured opportunity qualification, and reliable weekly and quarterly forecasts.
• Collaborate with system safety engineers, product managers, leadership, and operations to align solutions with customer goals and relay market feedback.

Requirements

• 5+ years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services, with documented quota attainment and personally owned closed-won deals.
• Experience in the autonomous vehicle industry and complex solution or systems integration sales.
• Ability to scope statements of work alongside subscription terms and sell integrations into existing customer toolchains, test infrastructure, or program environments.
• Technical fluency for discussions with system safety engineers, software developers, and integration teams, with the ability to communicate technical value to non-technical executives.
• Hands-on Salesforce experience, structured qualification methodology, strong forecasting discipline, negotiation skills, and the ability to manage multiple stakeholders and sales cycles.
• Bachelor’s or higher degree in a technical or business-related field, or equivalent experience.

Nice to have

• Military veteran background followed by successful commercial sales experience.
• Knowledge of Department of War and DoD procurement, program offices, PEOs, contract vehicles, and acquisition lifecycles.
• Existing networks in autonomous vehicle, aviation, missile, maritime, or space systems.
• Familiarity with UL 4600, ISO 26262, MIL-STD-882E, or DO-178C safety and assurance standards.
• Experience with export-controlled programs, ITAR-regulated environments, or fast-growing startups and scale-ups.

Culture & Benefits

• Collaborative, cross-functional environment focused on innovation and autonomous-system safety.
• Medical, dental, vision, life, short-term disability, and long-term disability insurance.
• 401(k) matching and flexible spending accounts.
• Parental leave, paid time off, and paid holidays.
• Professional growth and development opportunities.