Account Executive - Defense & Government

About the role

You own the end-to-end sales motion for new and strategic business with US defence and federal customers, acting as the primary commercial and technical advocate for NODA in the field. You are responsible for discovering, shaping, and closing high-value opportunities across service branches, program offices, and prime integrators while rigorously managing the full capture and proposal lifecycle. This role requires you to design value-aligned solution architectures, negotiate complex contracts, and shepherd deals from initial engagement through contract award and implementation. You will translate ambiguous mission needs into compelling, technically grounded narratives that resonate with both warfighters and decision-makers at the highest levels. In this position, you decide where to focus scarce time and energy, and you are expected to defend those priorities with discipline and data. You are accountable for maintaining accurate, forward-looking pipeline visibility in CRM and for mentoring junior business development staff to elevate the entire capture function. Because you are the visible face of NODA to critical stakeholders, you must consistently represent the company with credibility, integrity, and operational excellence.

Key facts

What you'll do

Orchestrate the full sales lifecycle for assigned defence and federal accounts, from initial discovery and opportunity identification through negotiation, contract award, and close.

Build and sustain trusted, mission-critical relationships with DoD program managers, systems engineers, prime contractors, and systems integrators across multiple service areas.

Lead capture strategy and execution, including defining win themes, coordinating war-room sessions, shaping proposal inputs, and negotiating statement of work terms.

Own account plans and a multi-quarter, multi-opportunity pipeline that reflects realistic timelines, decision cycles, and competitive dynamics.

Represent NODA at customer briefings, technical demonstrations, industry conferences, and partner meetings to articulate capabilities and address complex questions.

Analyse and communicate market trends, customer priorities, and competitor positioning to inform product, engineering, and go-to-market decisions.

Write authoritative capture materials, including white papers, briefing notes, and concise mission-impact narratives for senior audiences.

Conduct or oversee solution demonstrations, ensuring that technical capabilities are clearly linked to operational outcomes and decision criteria.

Collaborate closely with engineering, legal, and delivery teams to structure cooperative agreements, OTAs, and other acquisition vehicles that satisfy customer needs.

Mentor junior BD staff on capture best practices, proposal techniques, and stakeholder engagement to scale execution quality and consistency.

Requirements

U.S. Citizen required, with the ability to obtain a security clearance as necessary for engagement on defence and government programmes.

Bring a minimum of 8 years of proven experience winning new business with U.S. defence customers, including time carrying quota responsibility at a defence-tech company, prime, or systems integrator.

Demonstrate a track record of closing deals ranging from mid-six figures into the millions across service areas and acquisition instruments.

Own at least one service or mission area end-to-end, such as Navy, Army, Air and Space Forces, SOCOM, or a combatant command, with deep operational familiarity.

Show fluency in how the U.S. government buys, including direct experience with OTAs, IDIQs, SBIR/STTR, and FAR vehicles from pursuit through close.

Possess strong written and verbal briefing skills, with the ability to translate technical capabilities into mission impact for both O-6-level officers and C-suite audiences.

Commit to frequent travel for customer engagements, demonstrations, and field activities, with expectations up to 40-60% of time on the road.

Exhibit resilience, pragmatism, and a customer-first mindset when navigating complex procurement environments and competing priorities.

Maintain rigorous CRM hygiene and pipeline discipline to ensure forecast accuracy and transparent decision-making.

Nice to have

Prior experience within a defence technology company, prime contractor, or large systems integrator shaping capture and proposal strategy.

Deep domain knowledge in unmanned systems, intelligence surveillance and reconnaissance, command and control, or related autonomy software and architectures.

Hands-on experience managing end-to-end capture for OTAs, IDIQs, and teaming arrangements, including subcontractor and consortium structures.

Practical notes

This role requires U.S. citizenship and the ability to obtain a security clearance. Travel expectations are up to 40-60% depending on customer needs, including attendance at industry events and on-site demonstrations. The position is based in a remote capacity with a preference for candidates located on the East Coast or in the Washington, D.C. metropolitan region. No specific visa sponsorship details are provided in the source material.