Account Executive, A&D

Webster & Webster Associates•Boston, MA

9d•Remote

About The Position

An industry-leading provider of high-integrity embedded software toolsets is looking for an Account Executive to lead its high-growth aerospace and defense business segment. Operating as a critical corporate strategist, you will lead the charge in expanding our technology footprint within major military programs and defense systems integrators. This position requires an execution-focused leader who can confidently navigate the defense ecosystem, build deep institutional trust, and secure large-scale software adoptions across multi-site engineering operations.

Requirements

Bachelor’s degree in an Engineering discipline, Computer Science, or a related business field.
10+ years of definitive success leading high-value sales initiatives, business capture, or account management teams within the aerospace and defense tech sectors.
Highly successful background navigating complex technical software sales cycles within heavily scrutinized, safety-critical markets.
Deep professional footprint marked by active credibility and deep connections among defense contractors and major program offices.
Exceptional executive communication skills with an intuitive understanding of enterprise value selling and complex procurement steps.
Proven leadership capability when running cross-functional pursuit teams made up of sales, support, and engineering experts.
Gifted at breaking down complex software engineering requirements into robust, value-oriented commercial plans.
Comprehensive knowledge of CRM tools and pipeline management metrics with a track record of strict forecasting accuracy.
Willingness to travel extensively as needed to maintain high-impact face-to-face customer engagements and support defense software initiatives.

Responsibilities

Cultivate and expand a sustainable sales network across priority defense primes, avionics developers, and strategic aerospace accounts.
Devise and guide complex software enterprise strategies that encompass multi-year development programs, specialized engineering sites, and diverse project teams.
Establish and roll out regional go-to-market plans, defining target segments, resource distribution models, and long-term revenue growth goals.
Work across internal corporate boundaries to unite sales professionals, software tool designers, and field engineers behind primary enterprise sales goals.
Oversee day-to-day transaction steps alongside regional territory reps while ensuring macro business goals remain a priority across the entire segment.
Secure and maintain active relationships with program directors, software engineering executives, compliance specialists, and senior procurement leads.
Navigate technical and business parameters of long-term software agreements, managing price adjustments, licensing structures, and contract terms.
Investigate defense software market variations, safety-critical certification developments, and competitor moves to capture new software tool adoption opportunities.
Act as an expert organizational representative at critical client events, aerospace engineering seminars, and national defense software summits.
Compile and deliver exact weekly sales forecasts, clean pipeline data, and transparent market updates directly to senior corporate leaders.