Sr. Account Executive, Department of War

NLign Analytics is a rapidly growing aerospace and defense technology organization dedicated to developing and commercializing innovative solutions that solve complex customer challenges. Headquartered in Cincinnati, Ohio, the company brings together a multidisciplinary team of engineers, scientists, and technology professionals focused on delivering meaningful impact through advanced technology.

NLign software supports military maintenance organizations and major commercial aircraft manufacturers by improving aircraft safety, reliability, production efficiency, and cost reduction. As part of the NLign team, you’ll have the opportunity to contribute to technology that is transforming how organizations leverage inspection, maintenance, and manufacturing data.

The Position:

Reporting to the VP of Sales, the Senior Account Executive will own an assigned territory spanning both DoW program offices (e.g., Navy). This is a critical role: shaping and capturing program-of-record opportunities within the government.

The right candidate brings deep, current relationships within either the Air Force or the Navy/Marine Corps aviation and maintenance communities. They have the credibility to navigate complex DoW acquisition cycles end-to-end and the understanding of the commercial relationship to the large defense contractors.

This role is remote with 50-75% travel to customer sites, depots, program offices, and industry events.

What You’ll Do:

• Shape and capture program-of-record opportunities. Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints. Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award.
• Win new software business with DoW. Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities. Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts.
• Own the territory end-to-end. Build, manage, and accurately forecast pipeline across the territory. Develop and execute strategic account plans for priority government programs. Maintain trusted relationships with senior stakeholders across program offices and depots
• Navigate DoW acquisition mechanics. Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships. Translate procurement constraints into executable deal structures.
• Drive product and roadmap input. Partner with product and engineering to translate customer problem sets back into the company's roadmap. Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory.
• Represent the company externally. Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings. Maintain accurate and current pipeline, account, and activity data in the CRM.

Required Qualifications:

• Bachelor's degree (or equivalent experience) in business, engineering, or a related discipline.
• Minimum of 5-7 years selling enterprise software or shaping defense acquisition programs within the DoW and defense industrial base, with a demonstrated track record of winning high-ACV (six- and seven-figure) deals.
• Deep, current relationships within either (a) the U.S. Air Force aviation and maintenance community, or (b) the Navy/Marine Corps aviation and maintenance community.
• Demonstrated ability to lead complex, relationship-driven pursuits from shaping through close, including executive-level selling to both government and commercial buyers.
• Fluency in DoW acquisition mechanics, government contracting vehicles, and prime contractor procurement processes.
• Proficiency with modern sales tooling, including CRM (HubSpot or equivalent) and sales intelligence platforms (Apollo or equivalent).
• Willingness and ability to travel 50-75% to customer sites, OEM facilities, and industry events.
• Active U.S. Secret security clearance.

Preferred Qualifications:

• Prior experience selling PLM, SLM, ERP, MES, asset lifecycle management, or other enterprise engineering or sustainment software to the DoW and/or major defense primes.
• A combination of (a) prior service as a military officer or civilian DoW employee or engineering role and (b) a track record of enterprise software sales or capture success into the DoW and/or prime contractor community.
• Capture experience on SBIR Phase III, OTA, or program-of-record transitions.
• Familiarity with SAM.gov and other federal procurement platforms.
• Experience contributing to government bids and proposals, either as a prime or subcontractor in teaming arrangements.
• Active U.S Secret or higher security clearance.

Working at NLign:

At NLign, you'll be a part of a fast-growing organization that combines a small-company family feel with big-company resources and opportunities. We work hard, but we also want you to play hard. Which is why in addition to your competitive salary, medical/dental/vision plan, and a generous annual company 401(k) contribution, you'll enjoy the following perks:

Flexibility: Not a morning person? No problem. We only ask that you begin your day by 10:00am. Also, you will enjoy a flexible schedule and some ability to telecommute. Employees are given the option to work from home for most roles.

Casual Dress: Don't be fooled by the casual clothing and laid-back atmosphere. We're changing the world around here!

Professional Development: Continuous learning on us. Reimbursement provided for up to 100% of qualifying education expenses.

Food: Keep your energy levels up with our well-supplied snack and beverage kitchen and enjoy a weekly lunch with your talented colleagues on Free Lunch Wednesdays.

Fun employee events

Competitive compensation based on qualifications and experience of candidate.

NLign Analytics is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status or disability.