Sales Account Executive

Edge Case is a company focused on enabling the safe deployment of frontier technologies and sophisticated systems. The Sales Account Executive will be responsible for selling products and services to clients in the commercial and defense sectors, serving as the primary point of contact and ensuring alignment with client business goals.

Responsibilities:

• Close new business and carry a quota; own annual bookings targets for Guardian software subscriptions and integrated assurance programs, from first meeting through signature
• Sell into defense and commercial autonomy markets; Department of War and DoD program offices and prime contractors, plus commercial buyers in automotive OEM, robotaxi and autonomous delivery fleets, offshore energy robotics, and commercial space and satellite operations
• Run the full sales cycle; prospecting, qualification, technical discovery, solution scoping, pricing, negotiation,and contract close across 6 to 18 month enterprise sales cycles
• Expand existing accounts and represent Edge Case Research in the field; drive land-and-expand growth, multi-year renewals, and recurring revenue, with approximately 25% travel to customer sites, conferences,and trade shows
• Manage pipeline in Salesforce; maintain deal hygiene, structured opportunity qualification, and accurate weekly and quarterly sales forecasts that leadership can rely on
• Strong conflict resolution and negotiation abilities
• Prepare proposals and reports for clients; Presenting products or services to potential clients
• Translate technical capability into business value; build ROI cases and value propositions that connect autonomous system safety assurance to program risk, schedule, and cost for non-technical executive buyers
• Managing multiple simultaneous accounts, sales cycles, and internal reporting tasks
• Serve as the primary liaison between the company and clients, ensuring smooth onboarding and high satisfaction

Requirements:

• Authorization to work in the United States is a precondition of employment. Edge Case will not consider candidates who require sponsorship for a work-authorized visa
• Proven closer; can show a bookings deal record, and driving complex, multi-stakeholder deals to signature, with the resilience to work a high-activity pipeline, absorb rejection, and move quickly to the next opportunity
• Experience working in the AV Industry
• Complex solution and systems integration sales experience; comfort selling engagements that require integration into a customer's existing toolchain, test infrastructure, or program environment, and scoping statements of work alongside subscription terms
• Technical fluency; ability to hold credible conversations with system safety engineers, software developers, and integration teams, then translate that into executive-level business language
• CRM and sales process discipline; hands-on Salesforce experience, a structured qualification methodology, and reliable forecasting
• Strong ability to create relationships with Customers, Partners, Stakeholders
• Strong in-person and remote presentation skills
• Ability to relay technical information to non-technical customers
• Experience in developing value propositions for emerging technologies
• Bachelor's or higher Degree in a technical or business-related field or equivalent experience
• Experience leading and maintaining trust in a fast-growing startup
• Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups
• 5+ years of quota-carrying B2B sales experience in enterprise software, SaaS, or technical engineering services, with documented quota attainment and closed-won deals you personally owned
• Smart, helpful, friendly, and effective communication style
• Military veteran with post-service commercial sales experience; prior service in the Army, Navy, Air Force, Marine Corps, or Space Force followed by a successful sales career in industry
• Department of War and DoD procurement knowledge; familiarity with program offices, PEOs, contract vehicles, and the acquisition lifecycle
• Background in the US defense industry and/or knowledge of DoD procurement processes
• Existing network in AV Industry and / or aviation, missile, or maritime system developers or acquirers
• Background in forming defined product requirements derived from customer discovery
• Existing network among autonomous vehicle, aviation, missile, maritime, or space system developers and acquirers
• Familiarity with safety and assurance standards such as UL 4600, ISO 26262, MIL-STD-882E, or DO-178C
• Experience with export-controlled programs and ITAR-regulated environments, and experience selling inside a fast-growing startup or scale-up