Account Executive - Defense & Government

Noda AI Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Own the full sales lifecycle for new business development with U.S. defense and federal customers, from prospecting and capture planning through negotiation and contract award.
• Build and maintain trusted relationships with Department of Defense program offices, Program Managers, primes, and systems integrators across Navy, Army, Air Force, Space Force, or SOCOM.
• Lead capture efforts for technically complex solutions, including defining win themes, coordinating war rooms, preparing proposal inputs, pricing strategies, demos, and negotiated Statements of Work.
• Maintain accurate, multi-quarter sales pipelines and forecast data in CRM with rigorous hygiene and accountability.
• Represent NODA at customer briefings, technical demonstrations, industry events, and partner meetings to drive visibility and credibility.
• Translate advanced autonomous orchestration software capabilities into mission impact for senior military and government stakeholders, including O-6s and executive decision-makers.
• Provide market and competitive intelligence to product, engineering, and go-to-market teams to inform strategy and positioning.
• Mentor and coordinate junior business development staff to scale capture execution and team capabilities.
• Navigate and close deals using U.S. government acquisition pathways including OTAs, IDIQs, SBIR/STTR, and FAR vehicles without hand-holding.
• Develop and execute account plans tailored to specific defense domains, identifying new opportunities and expanding existing customer relationships.
• Travel up to 40–60% to conduct customer engagements, technical demos, and in-person briefings across the United States.
• Collaborate closely with engineering, legal, and delivery teams to align solution design with customer requirements and acquisition constraints.
• Demonstrate strategic thinking with a hunter mentality, proactively identifying and pursuing untapped defense and government opportunities.
• Maintain exceptional organizational discipline, ensuring pipeline accuracy, timely follow-ups, and clear documentation of all customer interactions.
• Communicate complex technical capabilities as compelling mission narratives in both written proposals and live presentations.
• Operate with resilience, pragmatism, and a customer-centric approach in high-stakes, fast-moving government sales cycles.

🎯 Requirements

• U.S. Citizen with the ability to obtain a security clearance
• 8+ years of proven success winning new business with U.S. defense customers, including quota-carrying experience at a defense-tech company, prime, or integrator
• Demonstrated track record of closing deals ranging from mid-six figures to millions
• Deep familiarity with one or more defense service areas (Navy, Army, Air Force, Space Force, SOCOM, or combatant command) and how program offices, primes, and integrators operate within them
• Fluency in U.S. government acquisition processes, including OTA, IDIQ, SBIR/STTR, and FAR vehicles
• Proven ability to write white papers, brief source-selection officials, and negotiate cooperative agreements independently

🏖️ Benefits

• Competitive pay
• Flexible time off and generous PTO policy
• Federal holidays
• Generous health, dental, and vision benefits insurance
• Free One Medical membership
• Travel support for customer engagements and demonstrations

Skills & Technologies

Remote

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Noda AI Inc.

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About Noda AI Inc.

NODA AI develops orchestration software that enables coordinated autonomy for heterogeneous unmanned systems across air, sea, land, and space with primary applications in defense and national security. Their platform integrates robotics, AI, and systems engineering to provide real-time task allocation, mission planning, and secure communication for multi-agent operations, enabling adaptive decision‑making, explainable agent reasoning, and edge deployment on resource‑constrained hardware for mission-critical environments.

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