Account Executive - Defense & Government

About NODA: NODA is an elite, veteran-owned, venture-backed defense technology pioneer transforming how unmanned autonomous systems collaborate in highly complex, mission-critical environments. We engineer next-generation software platforms that enable intelligent orchestration of heterogeneous unmanned systems spanning air, sea, land, and space operations. Serving prominent defense, intelligence, and commercial federal spaces, NODA delivers high-impact, rugged computing architectures designed to rapidly transition field-grade prototypes into deployed combat-ready capabilities.

Position Overview

We are seeking a highly autonomous, mission-driven, and quota-carrying Account Executive - Defense & Government to lead our federal business development pipelines under a permanent, full-time remote layout with primary territory focus within the Washington, D.C. / East Coast corridor. In this high-stakes strategic capture seat, you will take full end-to-end commercial lifecycle ownership over prospective Department of Defense (DoD) program offices, primary systemic defense primes, and global system integrators. Shifting completely away from non-regulated administrative data transcription loops, generic website front-end template changes, or simple helpdesk ticketing, you will run an active federal procurement capture, multi-quarter pipeline triage, and sovereign technology orchestration laboratory. Partnering face-to-face with embedded Engineering, Proposal operations, Legal frameworks, and Product cells, you will act as a premier hunter building a category from first principles. This position requires a defense-tech sales authority with 8+ years of quota-carrying history who guides high-value acquisition loops fluidly natively using Sales Representative and government contracting primitives, commands absolute fluency across multi-million dollar OTA and FAR-regulated award vehicles, and structures technical demos to project deep mission impact.

Key Responsibilities

• Federal Sales Lifecycle Governance: Drive and own the full commercial cycle from initial prospecting and capture layout to value-aligned configuration, contract negotiation, and terminal award natively utilizing Sales Representative strategies.
• DoD Program Office Integration: Build and preserve high-trust partnerships with DoD Program Managers, federal system integrators, and defense primes across specialized mission channels.
• Comprehensive Capture Management: Lead cross-functional war-room sessions, define strategic win themes, write authoritative white papers, and coordinate complex pricing schemas for multi-million dollar proposals.
• Pipeline Hygiene & CRM Control: Enforce meticulous database maintenance, multi-quarter pipeline validation, and highly accurate CRM forecasting models to defend resource allocation decisions.
• Technical Mission Briefings: Represent NODA at customer command structures, technical briefings, defense symposiums, and live operator field demonstrations.
• Strategic Intelligence Crowdsourcing: Extract and channel field competitive intelligence back into our Product and Core Engineering squads to continuously align our software roadmap with active defense requirements.
• Junior BD Mentorship: Guide, coach, and coordinate alongside junior business development specialists to scale proposal execution speeds and capture quality metrics.

Required Skills & Qualifications

• Absolute Citizenship Requirement: Must be a verified U.S. Citizen with the explicit ability to obtain and maintain a federal security clearance .
• A minimum of 8+ years of proven, successful professional history operating inside a Defense Account Executive, Federal Capture Manager, Military Account Director, or matching quota-carrying defense-tech software capacity.
• Demonstrated success independently originating, capturing, and closing technical solutions ranging from the mid-six figures into multi-millions within federal sectors.
• Deep end-to-end domain exposure managing a dedicated mission sector (such as Navy, Army, Air and Space Forces, SOCOM, or equivalent combatant commands), with active networks to open senior command conversations.
• Fluent Government Acquisition Literacy: Profound operational mastery navigating how the federal framework buys software, possessing clear pursuit experience across OTAs, IDIQs, SBIR/STTR, and traditional FAR vehicles without hand-holding.
• Strong briefer capable of translating complex algorithmic capabilities, uncrewed software, or autonomy states into mission-critical language for both an O-6 and a corporate CEO.
• Mandatory Field Mobility: Absolute willingness and schedule flexibility to travel extensively for customer briefings, installations, and field demonstrations ( up to 40-60% travel bounds ).
• Location Context: Position operates under remote guidelines open to qualified defense hunters residing permanently within the United States (with strong strategic preference for candidates located in the East Coast / Washington, D.C. area).

Preferred Strategic Indicators (Nice to Have)

• Prior technical or capture history operating explicitly inside emerging autonomous software startups, high-tier defense primes, or prominent aerospace systems integrators.
• Grounded subject authority regarding uncrewed vehicle swarms, Intelligence, Surveillance, and Reconnaissance (ISR) tools, Command and Control (C2) interfaces, or autonomous path planning mission codebases.
• Advanced experience constructing multi-tier teaming arrangements, co-operative defense agreements, or managing multipartite proposals.

What We Offer

• Top-Tier US Defense-Tech Compensation Matrix: A highly competitive annual base salary calibrated precisely to your federal quota history, supplemented by attractive corporate stock options and a lucrative commission matrix built around contract wins.
• Hybrid remote infrastructure autonomy paired with comprehensive travel support stipends to streamline your client engagements.
• Direct Macro Sovereignty Impact: Elite professional credentials built by deploying the primary autonomous orchestration layers relied upon to scale uncrewed global security frameworks.
• Comprehensive health care preservation benefits, providing premium medical, dental, and vision insurance alongside free One Medical membership options.
• Access to a flexible time-off architecture, generous PTO guidelines, observed federal holidays, and structured merit-driven advancement tracks toward Senior AE, Head of Defense Sales, or cross-functional GTM Executive leadership roles.