Mid-Market Account Executive

About Nominal

Nominal is building the connected test and operations platform powering the world's most advanced hardware systems, from spacecraft and autonomous vehicles to next-generation defense programs. Our platform gives hardware engineering teams a single place to ingest data, analyze performance, automate test execution, and collaborate across every phase of development, so they can move faster without sacrificing safety or precision. We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software.

We serve top-tier commercial and defense customers, from autonomy leaders like Anduril and Shield AI to next-generation aerospace teams like Hermeus and REGENT, and performance engineering teams like Pratt Miller Motorsports, alongside mission partners within the U.S. Navy and U.S. Air Force on programs where failure isn't an option. We're backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence.

In this pivotal role, you'll deliver Nominal's vision of providing continuous testing to the industrial base, equipping engineers to deploy capability at scale, in the shortest time possible. You'll maintain end-to-end deal ownership, sourcing and selling a modern software platform to hardware customers. It'll be your role to communicate how our technology fits into their existing stack and helps them meet their critical testing outcomes. You will also be counted on to shape the early sales team and its culture.

About the role

• Own the deal: Manage the full sales cycle, including lead generation, opportunity qualification, negotiation, and closing, consistently moving deals through the pipeline and exceeding sales goals. Be dynamic and flexible enough to sell to a growth-stage startup and a large enterprise.
• Build the pipeline: Do whatever it takes to boost pipeline figures, whether finding warm leads via an existing network, pushing high volumes of cold outbound, or partnering with marketing to develop creative lead-gen campaigns.
• Sell to an outcome: Deeply understand your customers' business and technical challenges, communicating Nominal's value proposition to C-level executives, testing managers and chief engineers, discipline engineers, systems architects & IT professionals, and finance teams. You're able to help people see exactly how our tech helps them meet their goals.
• Partner effectively: Access the knowledge of the team around you, pulling in the right engineers to share targeted demos, perform discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more. Work with business operations and marketing to develop the right sales collateral to nail the tailored messaging.
• Maintain the forecast: Track activity against personal quotas and company goals, owning a live view into sales activity and monthly/quarterly forecasting.
• Build the team: Nominal is in the early days of building out a sales team. Play a critical role in building the scalable sales engine, defining the sales strategy, and contributing to the sales culture. Have an owner's mindset across everything you do.

We're looking for someone with

• Proven sales experience: 4+ years of quota-carrying experience in a full-cycle SaaS sales role selling technical software in the data management, AI / ML, or observability & analysis space.
• Solution seller: The prospect of large, strategic, enterprise accounts is exciting. You thrive when it comes to complex solution selling and know how to pull together the right team across product, engineering, customer success, and more to get the job done.
• Technical fluency: You can speak confidently about the technical challenges organizations encounter in their day-to-day workflows, whether to systems architects & technical integrators or mechanical engineers. The challenge of learning a new problem space is one you're ready to take on with zeal.
• Hungry for results: You're aggressive in seizing on opportunities. You run with momentum, pushing the pace and challenging yourself to move more quickly. You'll roll up your sleeves if that's what it takes to build a pipeline, understand a customer's needs, or get a deal over the line.
• Dynamic leader & team player: You're a natural at leading and lifting those around you with a mix of humility, eagerness to learn, and empathy. You're excited to be an integral part of an early sales team.
• Ready to roll: Need to travel to close a deal? No problem. You're ready to be where the action is, anywhere, anytime.

Skills that supercharge us

• Sales technology fluency: Experience with leading CRM systems (e.g., HubSpot, Salesforce), sales engagement tools (e.g., Outreach, Salesloft), buyer intelligence and engagement platforms (e.g., Common Room, Gong, Apollo), productivity or enrichment tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Slack, Notion), and utilizing AI to create high-quality account research.
• Product familiarity: Experience with data management and analysis tools, such as Databricks, Datadog, Snowflake, MATLAB, Grafana, and Splunk.
• Data engineering proficiency: Knowledge of SQL, Python, Pandas, Influx, Timescale. Familiarity with Spark, Arrow, Kafka, Beam, and Flink.
• Heavy industry experience: Background in aerospace & defense, industrials, manufacturing, energy, or automotive.
• Technical degree: Background in engineering, data science, AI / ML, mathematics

Benefits/Perks

• 100% coverage of medical, dental, and vision insurance
• Unlimited PTO and sick leave
• Free lunch, snacks, and coffee
• Professional development stipend
• Annual company retreat

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

ITAR Requirements

To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.