Senior Account Executive, Aerospace & Defense

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 def ense 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