Account Executive

About the role

Siftstack provides data infrastructure designed for hardware engineering teams working on mission-critical systems like rockets, satellites, and autonomous vehicles. We are looking for an Account Executive to manage technical sales cycles and help define our go-to-market strategy. You will engage directly with engineers and technical leadership to demonstrate the value of our platform. This position requires a proactive approach to uncovering customer needs and aligning them with our technical capabilities. You will act as a trusted advisor to high-stakes engineering teams navigating complex data challenges. The role demands ownership of the entire sales process in a fast-paced, mission-oriented environment. You will be instrumental in shaping how our platform is positioned in the aerospace and defense-adjacent markets.

Key facts

What you'll do

• Prospect and generate new business opportunities within engineering-focused organizations across the United States, targeting sectors where data integrity is non-negotiable.
• Manage the full sales cycle from initial discovery to contract execution, ensuring every stage is rigorously documented and strategically advanced.
• Lead technical evaluations by partnering with Solutions Engineering and Product teams to define success criteria and validate architectural fit.
• Navigate procurement, legal, and security requirements within enterprise and government-adjacent sectors, addressing compliance concerns with precision.
• Provide feedback to leadership regarding product positioning, ideal customer profiles, and sales processes, using market signals to drive iteration.
• Maintain accurate pipeline reporting and deal forecasting, translating complex interactions into clear metrics and actionable insights.
• Conduct discovery sessions with technical stakeholders to map pain points and articulate the tangible business impact of our infrastructure.
• Develop and execute account plans for strategic customers, aligning Siftstack capabilities with multi-year operational objectives.
• Facilitate proof-of-concept exercises that allow engineering teams to validate performance under realistic operational conditions.
• Collaborate with internal stakeholders to build compelling narratives that connect technical features to mission outcomes.
• Track competitive landscape dynamics and communicate shifts in buyer expectations to product and marketing leadership.
• Support the creation of sales collateral that addresses technical objections and clarifies integration pathways for complex environments.
• Mentor junior sales staff on best practices for engaging with architects, principal engineers, and infrastructure decision-makers.
• Coordinate cross-functional responses to security questionnaires and operational reviews, ensuring consistency and accuracy.

Requirements

• 6 to 10+ years of experience in a quota-carrying B2B sales position, with a demonstrated ability to sustain high performance over multiple years.
• Background selling complex technical products such as developer tools, infrastructure platforms, or engineering software to professional teams.
• Ability to communicate effectively with technical stakeholders including architects and engineers, translating business needs into technical requirements.
• Proven history of hitting or exceeding revenue goals, supported by concrete examples of pipeline generation and conversion.
• Comfort working in an early-stage company environment where processes are under development and adaptability is essential.
• Ability to travel across the United States for customer meetings and industry events, maintaining a flexible schedule.
• Experience managing multiple concurrent deals with varying stakeholder structures and decision-making processes.
• Demonstrated skill in reading technical documentation and translating it into business value propositions for executive audiences.

Practical notes

This role requires an onsite presence in our office Monday through Thursday. We offer equity and a comprehensive benefits package as part of the total compensation. The position demands significant travel across the United States to engage with customers and attend key industry events, requiring adaptability and strong time management. Candidates must be eligible to work in the United States without sponsorship, as the company is unable to provide visa sponsorship for this role. The schedule is contingent on business needs, with potential for extended hours during critical deal cycles or product launches. Travel expenses are managed in accordance with company policy, and candidates should be prepared for a dynamic work environment.