Account Executive, Enterprise

About the role

The is responsible for owning the full sales cycle from initial prospecting through to final closure, ensuring that each opportunity is advanced with precision and strategic insight. This role requires the successful candidate to build and actively manage a focused portfolio of named enterprise accounts that span the engineering organization spectrum, including dynamic hardware companies and mission critical aerospace and defense customers. You will run complex multi-threaded deals that involve navigating technical executive and procurement stakeholders, often across extended sales cycles and multi-year contractual arrangements. A core part of this position is developing and executing detailed account plans that secure initial wins and establish a foundation for long term expansion and growth. You will partner closely with product and engineering teams to relay nuanced customer feedback and directly influence the product roadmap based on real world usage. The role demands that you develop a deep understanding of the Flow platform and the intricate technical workflows of customers, including how AI agents are integrated to support advanced systems engineering practices. You will represent Flow at industry events, conferences, and high value customer meetings, serving as the primary point of contact for strategic discussions. Finally, you will collaborate with company leadership to continuously refine positioning, pricing, and overall go to market strategy to maximize competitive advantage.

Key facts

What you'll do

• Assume full responsibility for the end to end sales cycle by prospecting, qualifying opportunities, conducting in depth discovery, delivering compelling demos, navigating procurement and security review, negotiating terms, and closing new business with precision.
• Build and manage a curated portfolio of named enterprise accounts that spans engineering organizations, hardware innovators, and aerospace and defense segments, ensuring strategic coverage and balanced growth.
• Orchestrate complex multi-threaded deals that involve multiple technical executive and procurement stakeholders, often spanning long sales cycles and multi year contracts that require careful stakeholder management.
• Develop and execute sophisticated account plans that not only land initial deals but also create clear pathways for expansion, upsell, and long term relationship development.
• Partner closely with product and engineering teams to capture and relay detailed customer feedback, using insights to actively influence product direction and the evolution of the roadmap.
• Cultivate a deep understanding of the Flow platform and the technical workflows of customers, including how AI agents are leveraged to enhance systems engineering, verification, and requirements management.
• Represent Flow at industry events, conferences, and high visibility customer meetings, acting as an expert storyteller of the platform value and vision.
• Collaborate with company leadership to refine positioning, pricing structures, and go to market strategy in response to evolving market dynamics and competitive pressures.
• Serve as the primary strategic advisor to enterprise customers, aligning Flow solutions with their most critical business and technical objectives.
• Drive forward the adoption of Flow's iterative requirements and verification platform by identifying, qualifying, and nurturing opportunities within complex buying committees.
• Maintain rigorous forecasting and pipeline management discipline, ensuring accurate revenue predictions and proactive risk mitigation across all enterprise deals.
• Champion the customer perspective internally, advocating for product improvements, support enhancements, and operational changes that drive higher satisfaction and retention.
• Leverage data and customer success metrics to shape conversations with executive sponsors, demonstrating tangible value and return on investment over time.
• Continuously research market trends, competitive offerings, and customer use cases to refine the enterprise sales approach and messaging.

Requirements

• Bring 5 or more years of progressive sales experience with a minimum of 3 years focused on closing in B2B SaaS environments, ideally selling to technical or engineering buyers who demand rigorous solutions.
• Maintain a consistent and track record of hitting or exceeding quota on large complex deals, demonstrating the ability to manage demanding revenue targets in a disciplined manner.
• Show experience navigating long, multi stakeholder enterprise sales cycles that include both technical executive and procurement audiences, requiring patience and strategic persistence.
• Be thoroughly comfortable selling six and seven figure deals while managing formal procurement, security, and legal review processes with attention to detail and compliance.
• Exhibit strong discovery and consultative selling skills, prioritizing listening first and leading every engagement with a deep understanding of customer problems and business context.
• Thrive in a high ownership, fast paced environment where you are expected to build processes as you go and take initiative in solving ambiguous challenges.
• Demonstrate comfort with ambiguity and the ability to operate effectively when structures are evolving, using judgment to make timely decisions.
• Have familiarity with engineering Product Lifecycle Management or requirements management tools, with a demonstrated ability to quickly master domain specific software and platforms.

Nice to have

Preferred experience selling into engineering focused organizations where technical depth and domain knowledge provide a clear advantage in shaping solution discussions.

Practical notes

This role operates in a fast paced, deadline driven environment where competitive salary and meaningful equity are offered as part of the total compensation package. The successful candidate will be based in San Francisco and is expected to manage a full time schedule that may require travel to customer sites and industry events. No specific visa sponsorship details are outlined in this posting, and the position is open to candidates who meet the stated requirements and can contribute to an iterative, high growth sales environment.