Senior Account Executive, Aerospace & Defense

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week. 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.” About you You’re a tenured B2B SaaS seller who knows the aerospace and defense space inside and out, including the buyers, the compliance constraints, the long sales cycles, and what it actually takes to close. You thrive on owning a vertical end-to-end: building pipeline, navigating complex multi-stakeholder deals, and sharing what you’ve learned with the people around you. You’re energized by working at the intersection of cutting-edge technology and one of the most demanding manufacturing environments in the world. What skills or experience do I need? 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 Key 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 Key Collaborators Pre Sales Engineering Solutions Engineering Customer Success & Adoption Product Marketing GTM & Enablement Working At Tulip We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: Direct impact on product and culture 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 We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $95,000 - $143,000 per year, based on a L4 (minimum) to a L5 (maximum), and is eligible for on-target earnings (OTE). The final level will be determined during the interview process. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.