Position Overview
The Sales Account Executive (AE) – Safety-Critical Software for Avionics is responsible for owning the commercial success of assigned accounts and territories across U.S. Department of Defense (DoD) and Commercial aerospace markets. This role leads the business side of the customer relationship and manages the full sales lifecycle, from opportunity creation through contract close and expansion.
The AE works side by side with a Technical Account Manager (TAM), who owns the technical strategy, solution validation, and technical close. A strong, collaborative AE–TAM partnership is critical to winning and expanding complex, multi-stakeholder deals involving safety- and security-critical software.
Key Responsibilities
1. Account & Revenue Ownership
- Own and execute the sales strategy for assigned avionics, aerospace, defense, and safety-critical accounts.
- Achieve and exceed annual bookings, revenue, and growth targets.
- Develop multi-year account plans aligned with customer programs, platforms, and lifecycle timelines.
2. DoD & Government Sales Execution
- Build and maintain senior relationships within DoD organizations, prime contractors, and system integrators.
- Navigate government procurement processes including RFIs, RFPs, sole-source awards, IDIQs, OTAs, and subcontracting vehicles.
- Lead commercial strategy and negotiations while coordinating compliant responses with internal stakeholders.
- Understand contracting, export control, security, and certification-related constraints that impact deal structure and timing.
3. Commercial Aerospace Sales Execution
- Identify, qualify, and close opportunities with commercial aerospace and avionics customers.
- Drive value-based selling motions focused on risk reduction, certification efficiency, program cost control, and time-to-market.
- Negotiate pricing, licensing, and commercial terms in collaboration with legal and finance teams.
4. Executive Engagement & Solution Positioning
- Lead executive-level discovery and business discussions to understand customer objectives, funding models, and success criteria.
- Position Lynx Software’s safety-critical solutions as strategic, long-term platform investments.
- Partner closely with the Technical Account Manager to align business value with technical differentiation.
5. Sales Process & Deal Leadership
- Own the business close while the TAM leads the technical close.
- Coordinate internal resources across engineering, product management, legal, finance, and leadership to advance deals.
- Manage complex negotiations involving long sales cycles, multi-year commitments, and program-based buying decisions.
6. Pipeline, Forecasting & Reporting
- Build and maintain a high-quality, predictable pipeline aligned with company growth objectives.
- Provide accurate forecasts, deal reviews, and risk assessments.
- Maintain CRM hygiene, including opportunity tracking, account plans, and executive summaries.
7. Customer Advocacy & Market Feedback
- Act as a trusted business advisor to customers throughout the lifecycle of the relationship.
- Identify expansion, renewal, and cross-sell opportunities in partnership with the TAM.
- Provide structured market and customer feedback to influence product strategy and go-to-market priorities.
Qualifications
Required Qualifications
- Bachelor’s degree in business, engineering, computer science, or a related field.
- 7+ years of experience selling complex software, systems, or platforms into aerospace, avionics, or defense markets.
- Proven success managing long, program-driven sales cycles with six- and seven-figure deal sizes.
- Demonstrated experience selling into U.S. DoD and/or government-adjacent customers.
- Strong consultative and solution-selling skills.
- Excellent executive communication, negotiation, and presentation abilities.
Preferred Qualifications
- Experience selling safety-critical or certification-driven software (e.g., DO-178C, safety/security platforms).
- Existing relationships with avionics OEMs, primes, or defense integrators.
- Familiarity with government contracting vehicles and aerospace procurement models.
- Experience working in a paired AE/TAM or AE/SE sales model.
Attributes for Success
- Strategic, disciplined seller comfortable operating in complex, high-stakes environments.
- Ability to balance DoD and commercial sales motions simultaneously.
- Comfortable engaging C-suite executives, program leadership, and procurement organizations.
- Highly organized, self-motivated, and accountable.
- Willingness to travel (estimated 50%) of the time as required to support customer engagements and industry events.
Sound Exciting? Get in touch today! We have very robust benefits including:
- Low-cost Medical / Dental / Vision coverage options
- 401K with generous employer match
- Responsible Paid Time Off + 11 Paid Holidays
- Remote work opportunities based on role
- Employee Assistance Program (EAP)
- Career growth and professional development opportunities
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.