- Location
- San Mateo, CA
- Workplace
- Hybrid, Onsite
- Type
- Full-time
- Department
- Engineering
- Education
- PhD
- Closing date
- Today
- Source
- Vincere
Description
Enterprise Account Executive (Aerospace & Defense)
Series B Physics AI company
Bay Area preferred (hybrid), US-wide considered
$165K base ($330K OTE) + meaningful equity (Ramp on offer too)
A high-fidelity simulation can take hours to run. Sometimes days. This team's AI models predict the answer in near real time, so engineers can test thousands of designs. Aircraft, cars, chips, data centers. If it obeys physics, they want to model it.
Who They Are
A foundation model lab for physics. 50+ PhDs, led by a CTO with three decades in aerospace research. Revenue is up roughly 10x since the Series B, with a plan to at least triple next year. All subscription revenue. Customers range from hyper-growth startups to the Fortune 100.
What You'll Own
Full-cycle enterprise sales into engineering teams across aerospace and defense sectors. Land new logos at $100K-$300K. Grow them into seven figures. Year one: land and hit your number. Year two: expand, with 50-70% of quota from accounts you opened.
Why This Role Is Special
Let's be clear: the support model is unusually strong. BDR coverage built to a 2:1 ratio. A dedicated Solutions Engineer on every deal, each with a PhD or master's. A four-person forward deployed engineering team handles deployments.
Must-Have
- 5-10 years closing six- and seven-figure enterprise SaaS deals in long, multi-stakeholder cycles
- Sold into aerospace or defense across the US
- Real rigor with MEDDPICC, Command of the Message, Challenger or similar
- You build your own pipeline and win new logos
- Confidence in a room full of PhDs, turning the science into a business case
- Hunger, curiosity and comfort with startup pace
- 25-40% travel
- U.S. Person status required
Nice-to-Have
- Selling simulation, engineering or AI/ML software (CAE, CFD, FEA, EDA, PLM, HPC, digital twin)
- Relationships with defense primes, neo-primes, auto OEMs or Tier-1s
- Startup or zero-to-one experience
- Active or obtainable security clearance
No PhD required. Schooling doesn't matter.
The Process
Three stages, run fast: intro with the head of go-to-market, a 30-minute technical chat with the field CTO (no assignment), then a final on-site with travel covered. No presentation. No 30-60-90.