Account Executive - Defense & Government
Account Executive - Defense & Government
Location: Remote (US) - preference for East Coast / Washington, D.C. area
Clearance Requirement: U.S. Citizen with ability to obtain a security clearance
About NODA
NODA is a veteran-owned, venture-backed technology company transforming how unmanned systems collaborate in complex, mission-critical environments. We develop next-generation software that enables autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space for defense, intelligence, and commercial customers. Joining NODA means working on high-impact systems that go from prototype to fielded capability.
The Role
We are seeking a quota-carrying Account Executive to drive new business and long-term account growth with U.S. defense and federal customers. This person will own the full sales lifecycle for assigned accounts, from prospecting and capture through negotiation and contract award, and will closely partner with engineering, proposals, legal, and delivery teams to win and deliver technically complex solutions (OTAs, IDIQs, FAR vehicles, and other acquisition paths).
Key Responsibilities
· End-to-end ownership of the sales cycle: prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close.
· Build and maintain trusted relationships with DoD program offices, PMs, primes, and systems integrators.
· Lead and coordinate capture efforts: win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs.
· Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting.
· Represent NODA at customer briefings, technical demos, industry events, and partner meetings.
· Provide market and competitive intelligence to product, engineering, and GTM teams.
· Mentor and coordinate with junior BD staff to scale capture execution.
Required Qualifications
· U.S. Citizen (required). Ability to obtain a security clearance.
· 5+ years quota-carrying experience selling complex hardware + software or systems solutions to government or enterprise customers.
· Demonstrated success closing mid-to-large deals (multi-hundred-thousand to multi-million dollar range).
· Strong network and familiarity with defense acquisition stakeholders and prime contractor ecosystems.
· Comfortable supporting capture under common government contracting vehicles (OTA, IDIQ, GSA/FAR processes).
· Excellent written and verbal communication; skilled at briefing technical and executive audiences.
· Willingness to travel for customer engagements and demonstrations (up to 40–60%).
Preferred Qualifications
· Prior experience at a defense tech company, prime, or systems integrator.
· Domain knowledge in unmanned systems, ISR, C2, autonomy, or related mission software.
· Prior experience managing capture for OTA/IDIQ/FAR proposals and teaming arrangements.
Skills & Attributes
· Strategic thinker with a hunter mentality and rigor for process.
· Strong collaborator; able to coordinate cross-functional teams in high-intensity capture cycles.
· Highly organized with excellent CRM and pipeline hygiene habits.
· Persuasive storyteller who translates technical capabilities into mission impact.
· Resilient, pragmatic, and customer-centric.
Compensation & Benefits
Hybrid work environment
Competitive pay
Flexible time off
Generous PTO policy
Federal holidays
Generous health, dental, and vision benefits insurance
Free One Medical membership
Travel support
Growth Path at NODA
Successful AEs can advance to Senior Account Executive, Strategic Accounts Lead, Head of Sales (defense vertical), or cross into GTM leadership and capture leadership roles.
We are an Equal Opportunity Employer and welcome applicants from all backgrounds. All qualified individuals will receive consideration for employment regardless of race, age, color, religion, sex, national origin, disability, or protected veteran status.