Senior Account Executive, Aerospace & Defense

Tulip Interfaces • Somerville, MA

2d • Hybrid

About The Position

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category. A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.”

Requirements

• 8-10+ years of B2B SaaS sales experience, with a track record of meeting or exceeding quota in complex, multi-stakeholder deals
• Deep familiarity with the aerospace and defense industry, including procurement processes, compliance environments, and operational workflows
• Experience managing a full sales cycle from prospecting through close, including contract negotiation
• Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes
• Comfortable operating in a fast-moving, early-stage environment where you help shape the playbook as much as you follow it
• US-based with ability to travel to customer sites as needed

Responsibilities

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical
• Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals
• Lead complex, multi-stakeholder deals from discovery through negotiation and close
• Develop deep knowledge of the A&D customer landscape. Think key accounts, personas, procurement dynamics, and competitive positioning
• Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs
• Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy
• Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices
• Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance

Benefits

• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies
• Dog-friendly office

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed