Shipyard AI - Account Executive

Bigbear.ai • UNAVAILABLE, UNAVAILABLE

19h

About The Position

BigBear.ai is hiring an Account Executive to sell Shipyard AI, its planning, simulation, and decision-support platform, to shipbuilders and ship repair yards in the United States and abroad. The role is intended for a seller with firsthand shipyard experience who understands yard operations and can engage credibly with production, planning, engineering, and executive stakeholders.

The Account Executive owns a set of accounts end to end, from identifying operational problems and scoping work to developing a business case and closing contracts. The role works closely with delivery teams and developers and requires the ability to discuss generative AI and simulation in practical terms. Compensation is base salary plus commission; the published salary range is the base. Applicants must currently reside in the United States and be able to travel to customer sites.

Requirements

• At least 5 years of work experience in a shipyard, preferably in operations, production, planning, or engineering.
• At least 5 years of quota-carrying sales experience in a relevant industry, such as shipbuilding, maritime, defense, heavy manufacturing, or industrial software, with a proven record of meeting or exceeding targets.
• Ability to map work processes through a shipyard and identify losses of time, labor, and capacity.
• Track record of building credibility and rapport with shipyard leaders, from production supervisors to executives.
• Working knowledge of generative AI and its application in operational settings.
• Working knowledge of discrete-event or similar simulation and how it supports planning decisions.
• Strong written and spoken communication skills, including proposal writing and executive presentations.
• Engineering or Naval Architecture experience required.
• Bachelor's degree; equivalent experience may be considered in lieu of a degree.
• Ability to travel to customer sites.
• Must currently reside in the United States.

Nice To Haves

• Experience in naval shipbuilding, ship repair, or a naval maintenance availability environment.
• Existing relationships with US or international shipyards.
• Background in industrial engineering, naval architecture, or marine engineering.
• Experience selling software, simulation, or analytics to industrial customers.
• Hands-on use of simulation tools or generative AI tools.
• Experience with complex, multi-stakeholder sales cycles of six months or longer.
• Ability to obtain a US security clearance.

Responsibilities

• Build and manage a pipeline of shipyard and ship repair accounts, from first meeting through signed contract.
• Visit customer sites and understand yard operations and operational problems involving capacity, labor loading, schedules, facility planning, and rework.
• Translate customer problems into scoped Shipyard AI engagements with clear business cases and measurable outcomes.
• Lead discovery sessions, demonstrations, and working sessions with production, planning, engineering, and executive stakeholders.
• Explain the relevance of generative AI and discrete-event simulation to customers' operational decisions without overselling.
• Collaborate with delivery teams and developers to shape solutions, write proposals, and price work.
• Maintain customer relationships after the sale and expand accounts into follow-on work.
• Maintain an accurate forecast and pipeline in the CRM.
• Represent BigBear.ai at industry events and customer sites.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level